Tisch
First, try to make a daily workflow table.
1, for the home improvement salesman, the work table should put the things to be done the next day and the people to be seen first. For example, if you make an appointment with a client to meet or measure the house the next day, then you must arrange your trip in combination with the time and place agreed by both parties and do business near the agreed place.
2, the worksheet should learn to set aside a period of time, don't be nervous about calculating time. For example, I originally planned to do business in the community in the morning, and I met a customer at two o'clock in the afternoon. It takes half an hour to drive in the middle, so you can't schedule the time to 65438+ 0:30 in the afternoon. At least you should leave a gap of half an hour, one is to prevent accidents on the road, and the other is to respect customers.
3. Take the worksheet and check it at any time. You can't work in the same way every day, but at least the worksheet allows you to grasp the main work.
Second, the schedule
2. Design Follow-up (8: 409: 00)
3. Call (follow-up by phone) (9: 009: 20)
After communicating with the designer, the salesperson should visit the customer or follow up by phone. Generally speaking, after nine o'clock, customers have passed the busy period at the beginning of work, which is a good time to make a phone call. When a salesman calls in the company, it is convenient to record the phone and create a better telephone communication environment. Secondly, if a customer needs to measure the room, it is best to get in touch with the design department in time, and the customer can communicate directly with the designer if he has new ideas. Salespeople should get into the habit of following up with customers every day.
4. Take action in the community (9: 30 17: 00)
This time is mainly used to contact new customers and cultivate their own customer resources. Of course, according to the actual situation. If the house is delivered in the community, you need to go to the community in advance, the morning meeting can be cancelled, and the phone can be cancelled. You can go out early and come back late at night. If there are more customers in the community after work, you can go back later.
5. Call back to the company (17: 00 18: 00)
If the salesman has collected the telephone numbers of many customers, I suggest returning to the company early in the afternoon to call the customers in the company to talk about business. It's best to make a phone call during this period.
6. Conduct customer analysis at night;
After work in the evening, the sales staff should get into the habit of analyzing the customers they contact during the day. They can combine the customer analysis table published by the company. Only by accurately analyzing and positioning customers can we find the skills and breakthrough points of better communication with customers. The next morning, communicate the content of customer analysis with the designer or supervisor.
7. Make a list of the day's events (customers and interpersonal relationships) at night. I hope you can add new people to your list every day and register the information of customers and new friends completely. A growing list every day is a way to keep your performance growing.
extreme
First, make monthly and quarterly work plans. Make full use of existing resources and try our best to open up the advertising market. In view of the limited number of our terminals at present, while striving for launch, we will also do more paving work for the future market and strive for more customers with large volume and long-term launch to participate. According to the increase of the number of terminals, adjust the working strategy and develop new fields.
1. In the first quarter, focus on market preparation and promotion, and expand the company's popularity and promotion speed. Because we are in a special period of two festivals, many units have completed the publicity plan, and we will still be in the off-season of advertising after the festival. I will make full use of this time to supplement relevant knowledge, step up contact with customers' feelings, and form a strong customer base through the document channel of China Education General Network.
Appropriately find smaller customers to advertise, but I expect that the other party will ask for a very low discount or pay for advertising with goods.
2. In the second quarter, because of the May Day Labor Day, the advertising market will usher in a small peak period. As the weather gets hotter, advertisements for summer drinks, bath products, anti-mosquito products, etc. Will be developed as the focus.
4. The advertising work at the end of the year is the peak of the year, plus our year-long terminal laying and customer promotion, which is believed to be the hottest time in our advertising department. With more and more people getting married in winter, some wedding services and wedding supplies will also join the ranks of advertisements, and the advertising atmosphere of the two festivals will also follow in this environment.
I will do a good job in customer development according to the actual situation and time characteristics, and adjust my work ideas in time according to market changes. Strive to fulfill the advertising quota!
Second, make a study plan. Market development needs to constantly adjust business ideas according to the changing market situation. Learning is very important for business people, because it is directly related to the pace of a business person advancing with the times and the vitality of business. I will adjust my study direction according to my needs and replenish new energy.
Product knowledge, marketing knowledge, delivery strategy, data, media operation management and other related advertising knowledge of China Education Universal Network are all the contents I need to master. Only by knowing ourselves and ourselves can we be in an invincible position (I also hope that the company will give our business people support in this regard).
In addition, at the end of 20xx, I applied for xx major in xx University, because I learned that many of them are doing pre-film, post-film and management courses, and there will be a lot of work in the management and editing of advertising department. I will study systematically and comprehensively to combine theory with practice. So I can play a bigger role in the advertising department.
Third, strengthen their own ideological construction, enhance overall awareness, enhance sense of responsibility, and enhance team awareness. Take the initiative to do the work to the point and implement it to people. I will try my best to reduce the pressure on leaders.
Tisso
I. Work Requirements
1. Market analysis, and formulate sales tasks objectively and scientifically according to market capacity and personal ability. Tentative annual task: sales of 6,543,800 yuan+0,000 yuan.
2. Make work plans in time, and make monthly and weekly plans. And communicate with business-related personnel regularly to ensure that the heads of various disciplines follow up in time.
3. Pay attention to performance management, and pay attention to and track the performance plan, performance execution and performance evaluation.
4. Target market positioning, distinguish between major customers and general customers, treat them differently, strengthen communication and cooperation with major customers, and win market share at the same time.
5. Constantly learn new knowledge and new products in the industry, bring practical information to customers, and better serve customers. And get to know excellent suppliers of weak current products in various industries and grades, so as to prepare project cooperation in time when engineers need it, share industry contacts and project information with peers, and achieve a win-win situation.
6. Make friends before placing orders, develop good friendship with customers, think of customers everywhere, treat customers as their good friends, and achieve ideological and emotional integration.
7. Don't hide or cheat from customers, and promise them to cash in time. Honesty is not only the foundation of doing business, but also the foundation of being a man.
8. Try to maintain xx's colleague relationship, be kind to colleagues, and ensure the smooth implementation of various functions of various departments during project implementation.
Second, the specific quantitative tasks of sales work
1. Make monthly work plan, weekly work plan and daily workload. Make at least 30 phone calls every day and visit at least 20 customers every week, so that potential customers can change from quantitative to qualitative. Call back in the morning to make an appointment with customers, and arrange to visit customers in the afternoon, which takes a long time. Considering Beijing's vast territory, large population and traffic congestion, we choose customers in the same or similar positions when making an appointment.
2. Before meeting the customer, we should know more about the main business and potential needs of the customer, first understand the personal hobbies of the decision maker, prepare some topics of interest to the other party, and provide targeted solutions for the customer.
3. Collect more engineering information from the bidding network or other channels for the reference of the engineering contractor, and put forward suggestions for the engineering contractor to cooperate with the technical and commercial project operation of the engineering contractor.
4, make records every day, in case you forget important matters, important unfinished items marked.
5. Fill in the project tracking table and follow up according to the project progress: preliminary design, bidding, deepening design, stocking implementation, acceptance, etc. , and complete each stage of the work.
6. Focus on the follow-up of pre-design projects, pay a return visit to customers at least once a week, cooperate with engineering contractors to do the owner's work when necessary, and pay a return visit to projects tracked in other stages at least once every two weeks. The engineer's bidding date and the important date of the project progress should be kept in mind, and the return visit should be tracked in time.
7. Actively strive to participate in the project drawings and scheme design at the initial stage of design, and solve the design work of this major for engineers.
8. In the bidding process, the corresponding business documents should be sorted out two days in advance and delivered to the engineer by express delivery or express delivery to prevent omissions and mistakes.
9. After bidding, pay a return visit to customers in time and ask about the bidding results. After winning the bid, take the initiative to ask for deepening the design, help engineers undertake all or part of the design work, and prepare the drawings (equipment installation drawings and pipeline drawings) needed for construction.
10. Strive to sign the supply contract with the engineer as soon as possible, collect the advance payment, arrange the stocking in advance, respond to the engineer's demand with the fastest supply time, and strive for early payment.
1 1. After the goods arrive at the site and the equipment is installed in the project, apply to the technical department to arrange debugging personnel to go to the site for debugging.
12. Prepare the acceptance documents in advance and collect the money in time after acceptance to ensure a good capital turnover rate.
Third, balance sales and life, and work happily.
Organize peers to hold salon clubs regularly to enhance mutual friendship and better communication. Although there is competition between customers and peers, they also need to learn from each other and communicate with each other. I've attended similar parties and asked my clients, and they are all willing to attend such parties. So I don't think there is any contradiction. Colleagues can enjoy life outside of work, make the salon a part of life, and work can be carried out in a happier environment.