Computer management method for sales target

Abstract

The invention relates to a computer management method for sales target, relating to the field of enterprise sales management. The computer management method comprises the steps of: objective management, task management, activity management, suggestion management, client management, project management, competition management, contract management and after-sale service management, wherein the steps of objective management, task management, activity management and suggestion management form a dynamic management process comprising the specific steps of: firstly, setting objectives, then converting the objectives into specific tasks, then recording a series of activities in task executing processes, finally feeding back problems and suggestions encountered in the activities to the objectives in the form of suggestions, and regulating or improving the objectives; and the steps of client management, project management, competition management, contract management and after-sale service management are used for managing the results of sales activities, such as clients, contacts, sales projects, competitors, contracts, client feedback and the like.

Description

Technical field [0001] The invention relates to the field of enterprise sales management, and in particular to a method for planning, tracking, evaluating and making decisions on the realization process of salesperson goals and the results obtained. Background technique [0002] Sales is always a nerve-wracking thing, but it is always the lifeblood in the process of enterprise survival and development. To do a good job in sales, we must first do a good job in sales management. Many companies have poor sales performance, such as poor product sales, a large amount of accounts receivable, lack of enthusiasm for sales staff, and high sales expenses. It is not because of incorrect sales strategies and sales staff’s unwillingness to work hard, but Due to the lack of sales management. The sales work of many companies is a sales black hole-"unmanaged sales", which is specifically manifested in the following aspects: [0003] 1. No sales plan [0004] The basic rule of sales is to make sa...

AI Technical Summary

Problems solved by technology

[0005] However, many companies have a series of problems in the management of sales plans: for example, there is no clear-cut annual, quarterly, and monthly market development plan; sales targets are not determined on the basis of accurately grasping market opportunities and effectively organizing enterprise resources , but out of brainstorming; the sales plan is not broken down according to region, customer, product, salesperson, etc., so that the plan cannot be implemented; the sales plan of each branch is the result of bargaining between the branch and the company headquarters; the company management The top management only assigns target numbers to salesmen, but does not guide salesmen to formulate implementation plans; the work content of many corporate sales plans has never been specifically quantified to each salesman, and salesmen cannot break it down to their own head according to Develop specific sales activity plans based on the above indicators and content, and even some salesmen do not know how to formulate their own sales plans, etc.

[0006] 2. The process is out of control

[0008] As a result, a series of problems have been caused: the salesman's actions have no plan and no assessment; the salesman's actions cannot be controlled, so that the sales plan cannot be guaranteed; the sales activity process of the salesman is not transparent, and the risk of business operation increases; Low work efficiency and high sales costs; the sales level of the salesmen does not improve, and the construction of the salesman team is not effective, etc.

[0010] 3. No customer management

[0012] In the same way, if the enterprise manages customers well, customers will have enthusiasm for sales, and will actively cooperate with the manufacturer's policies and strive to sell products; poor management will lead to sales risks.

However, many enterprises do not manage the guest rooms effectively. As a result, enterprises can neither mobilize customers' sales enthusiasm nor effectively control sales risks.

At present, the common problems in the sales process, such as customers' disloyalty to the company, the phenomenon of fleeing goods, piles of accounts receivable, etc., are all the results of the company's improper management of customers

[0013] 4. No information feedback

[0017] Why are some enterprise customer files untrue for a long time? Why do some business receivables keep happening without being corrected? Why do some companies cause similar incidents to the company repeatedly and cannot be cured? Why some enterprises cannot discover serious problems in marketing for a long time? Once discovered, it is already on the verge of bankruptcy and unable to recover! The fundamental reason is that there is no monitoring and management of various information that occurs in the process of enterprise marketing management, especially the lack of timely institutional management feedback

[0018] 5. No performance assessment

[0020] 6. The system is not perfect

Some enterprises have formulated severe punishment regulations for sales personnel who violated enterprise regulations and caused heavy losses to the enterprise. The business personnel who made a fortune personally and the company caused a huge amount of unclaimed receivables, once the incident happened, they walked away, and the company could not punish them in fact

[0022] The sales management system of many enterprises is not matched, it seems that there is a lack of a "wooden barrel" that cannot hold water. The characteristics are: many should be encouraged but not encouraged, and some should be punished without stipulations in the system ;There is no institutional reward regulation for behaviors that should be encouraged, and there is no corresponding punishment system for prohibited behaviors; the rewards cannot be honored in time, and the punishments cannot be actually implemented

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