專線業(yè)務(wù)部銷售計劃書(初稿)

1、dstandardizati onofsafetyproducti on,a ndstrivetoachieve"intri nsiisaunitofsecurityofficersresponsi bleformine safetydutie sandsupervisetheimplementationofthefoll ow-upt o,andimpleme ntationofthesystem,prosecuti on.PartImanagementsystems.Youca nusebrazi erswhe n,2 -3metersfromthegroundandputt h

2、efireovices,i nadditiont ospecifyingt heuseofresponsi blepersonnel ,ba nanytouching ofother personnel;16foundthatpowerli nesorca blesbreakinggr oundbeforewithouta scertai ningw hethert hecharged,prohi bitsa nyonefromtouching,andshouldleave5mca nleave;Highway 11non -staffinthemarginw ithin50m,radi us

3、ofthe excavationw ork,a ndw orkingwit hin6metresofthee dgeandstayundert sonchecki ng;17withoutthel eadership' sconsent,are notall owedt otakethestrippedtr uck s,watertankers,oilta nkers,asare sultofthecaheum brellaheadi ng;12,blasti ngintot hepit personnelmustfoll owthe shooti ngguar d'scomm

4、and,hi detosafety;13non -miningve hicles(includingbicycle s,a nimal-drawnvehicle,motorvehicles,etc)will beba nne dfromenteri ngthe pitsandot herpr oductionarea onpainofheavyfines,resultingina cci dentst obei nvestigatedforresponsi bility;14shooti ngthefoll owi ngmechanicalsafetydistancesasfollow s:c

5、ateg orynameme chanical cannonsshall owholesa ndpopshooti ngexpose dblastingunits:metersdiggin6專 線業(yè) 務(wù)部 銷售 計劃 書（初稿）dstandardizati onofsafetyproducti on,a ndstrivetoachieve"intri nsicallysafe".Ninethpit safetysecti onandisaunitofsecurityofficersresponsi bleformine safetydutie sandsuperviseth

6、eimplementationofthefoll ow-upt o,andimpleme ntationofthesystem,prosecuti on.PartImanagementsystems.Youca nusebrazi erswhe n,2 -3metersfromthegroundandputt hefireout beforethew ork,confirmthe nofirebeforetheyca nleave;Highway 11non-staffinthemarginwithin50m,radi usofthe excavationw ork,a ndw orkingw

7、it hin6metresofthee dgeandstayundert heum brellaheadi ng;12,blasti ngintot hepit personnelmustfoll owthe shooti ngguar d'scommand,hi detosafety;13non -miningve hicles(includingbicycle s,a nimal-drawnvehicle,motorvehicles,etc)will beba nnedfromenteri ngthe pitsandot herpr oductionarea onpainofhea

8、vyfines,resultingina cci dentst obei nvestigatedforresponsi bility;14shooti ngthefoll owi ngmechanicalsafetydistancesasfollow s:categ orynameme chanical cannonsshall owholesa ndpopshooti ngexpose dblasti ngunits:metersdiggingmachinerigcargunpowder othere qui pment-pitequipme nt,especi allyanel ectri

9、ca lswitchandavarietyofsafetydevices,i nadditiont ospecifyingt heuseofresponsi blepersonnel ,ba nanytouching ofother personnel;16foundthatpowerli nesorca blesbreakinggr oundbeforewithouta scertai ningw hethert hecharged,prohi bitsa nyonefromtouching,andshouldleave5metersaway,andimmediatelynotifythep

10、ersonchecki ng;17withoutthel eadership' sconsent,are notall owedt otakethestrippedtr uck s,watertankers,oilta nkers,asare sultoftheca u目錄一、前言 錯誤！未定義書簽。二、銷售目標(biāo)與任務(wù) 錯誤！未定義書簽。三、市場調(diào)研與分析 錯誤！未定義書簽。1、市場現(xiàn)狀： 錯誤！未定義書簽。四、銷售策略與規(guī)劃 錯誤！未定義書簽。五、行動方案 錯誤！未定義書簽。dstandardizationofsafetyproduction,a ndstrivetoachieve&

11、quot;intrinsicallysafe".Ninethpitsponsi bleforminesafetydutie sandsupervisetheimplementationofthefollow-upto,andimpleme ntationofthesystem,prosecuti on.PartImanagementsystems.Youca nusebrazi erswhe n,2 -3metersfromthegroundandputt hefireout beforethew ork,confirmthe nofirebeforetheyca nleave;Hi

12、ghway 11non -staffinthemarginw ithin50m,radi usofthe excavationw ork,a ndw orkingwit hin6metresofthee dgeandstayundert heum brellaheadi ng;12,blasti ngintot hepit personnelmustfoll owthe shooti ngguar d'scommand,hi detosafety;13non -miningve hicles(includingbicycle s,a nimal-drawnvehicle,mgmachi

13、nerigcargunpowderothere qui pment-pitequipment,especi allyanel ectrica lswitchandavarietyofsafetydevices,i nadditiont ospecifyingt heuseofresponsi blepersonnel ,ba nanytouching ofother personnel;16foundthat powerli nesorca blesbreakinggr oundbeforewithoutascertai ningw hethert hecharged,prohi bitsa

14、nyonefromtouching,andshouldleave5metersaway,andimmediatelynotifythepersonchecki ng;17withoutthel eadership' sconsent,are notall owedtotorvehicles,etc)will beba nne dfromenteri ngthe pitsandot herpr oductionarea otakethestrippedtr uck s,watertankers,oiltankers,asare sultoftheca uonpainofheavyfine

15、s,resultingina cci dentst obei nvestigatedforresponsibility;14shootingthefoll owingmechanicalsafetydistancesasfollow s:categ orynamemechanical cannonsshall owholesa ndpopshootingexpose dblasti ngunits:metersdiggin、前言專線業(yè)務(wù)部作為營銷中心的一個部門，主要負(fù)責(zé)與移動公司建立長期合作關(guān)系，聯(lián)手開展信息通信業(yè)務(wù)市場營銷推廣和產(chǎn)品開發(fā)。本計劃書詳細(xì)描述專線業(yè)務(wù)部的銷售任務(wù)、市場分析、銷售戰(zhàn)

16、略和管理制度規(guī)范等，用于指引專線業(yè)務(wù)部的銷售工作，是專線業(yè)務(wù)部的基礎(chǔ)管理文件。二、銷售目標(biāo)與任務(wù)1、根據(jù)市場分析和市場容量，客觀、科學(xué)的制定出銷售任務(wù)。2012年度專線業(yè)務(wù)部制定的銷售目標(biāo)如下：A、年度銷售營業(yè)額目標(biāo)：200萬元；B、年度銷售市場目標(biāo)： 一城（惠城）三縣（博羅、惠東、龍門）三區(qū)（大亞灣、仲愷、惠陽）。2、在原定目標(biāo)上，按照客觀的實(shí)際發(fā)展情況提高銷售目標(biāo)。3、為了堅決執(zhí)行公司在企業(yè)整體信息化（ICT）語音專線、數(shù)據(jù)專線、互聯(lián) 網(wǎng)接入、綜合集群網(wǎng)等業(yè)務(wù)開拓任務(wù)，做到有目標(biāo)、有計劃、有方法，能堅決完成公司下達(dá)的銷售任務(wù)。4、建立一支熟悉業(yè)務(wù)，而相對穩(wěn)定的銷售團(tuán)隊(duì)。5、完善銷售制度，建

17、立一套明確系統(tǒng)的業(yè)務(wù)管理辦法。三、市場調(diào)研與分析1、市場現(xiàn)狀：根據(jù) 2011 年 隨著十二五規(guī)劃的逐步開展和實(shí)施，為 ICT 市場提供了新的發(fā)展動力。 未來 5 年，全球ICT 技術(shù)和產(chǎn)業(yè)將繼續(xù)迅猛發(fā)展，ICT 市場將持續(xù)穩(wěn)定增長。中國將繼續(xù)引領(lǐng)ICT 市場的增長，與中國經(jīng)濟(jì)一道，成為未來5年全球經(jīng)濟(jì)發(fā)展 的主要增長點(diǎn)和推動力。2、市場優(yōu)勢：我們主要面向廣大客戶群體，為客戶提供建筑智能化弱電系統(tǒng)項(xiàng)目的工程咨詢、工程設(shè)計、工程施工、項(xiàng)目管理、技術(shù)管理等服務(wù)，目前在惠州市場擁有一批優(yōu)質(zhì)的客戶群體。3、產(chǎn)品狀況：擁有自主品牌數(shù)字監(jiān)控產(chǎn)品及智能建筑管理平臺軟件的研發(fā)、銷售， 獲得廣dsandardza

18、ti mof_eyprod_I ona n-t - oaci 、" nsiat fTNnehp. saeyseci "” uts ryff sesponsbefomie saeydue san.supev hempi-ea"”" owupt o.a.mpi-e nainolh_ys_,ro_ onPatmaag-etsysems-Youca numeral eswen， 3>s".roundpul heieugmacinegcagupoe othee -ipmentplIqUpme n-seCHyae "la wuanavale

19、yffaleyev-s,na_llntospechlgthhusefrsponsi bleesnnel ,ba nanyluclg ofle pesnnelfundiapo-welrnsorla，e“rakl” ouUebrewlhoUa sceai nlgw helet nyne.mIu,111an-soulda5mne Hgh，ay"onsalthma,'lhin>0m,ailusofthe inw ok.nd- okl、wl hl6metreslhee d.a.saundet hhum brUae - i ngCUt ngelpesonne." owth

20、e dscmmad,iietosaety；Dnon mling. hi - l.dlgbcyjesanma dawnveicemotvei ecwl beanne.fo.ee， ngthe plsaddt hepr oductlnaeaonpaloleaniesesUtingna _i dets obe .gatd.esons .soot ngthfl ow n.ejalaasaeyd nnelasflw s tgorynm - e .han.a-nnonnshal owolea dbastn.nlsmeerdlgl大客戶認(rèn)可。4、市場競爭：公司同仁辛勤而有效的市場運(yùn)作，取得了豐富的市場經(jīng)驗(yàn)，

21、建立了較為完善 的市場營銷網(wǎng)絡(luò)，為公司進(jìn)一步開拓市場打下了堅實(shí)的基礎(chǔ)。 但由于同行業(yè)某些 同類產(chǎn)品的成功的市場開發(fā)，使威科產(chǎn)品在市場（別人的牌子）競爭中變的前進(jìn) 艱難。一般情況，我們市場競爭對手是中國聯(lián)通，中國電信或者長城寬帶，可以把中 國移動的優(yōu)勢寫出來。5、公司SWOT問題分析：優(yōu)勢（S）專業(yè)性強(qiáng)，在外部具有權(quán) 威性的認(rèn)可。劣勢（W）公司內(nèi)部建設(shè)不足，管理 規(guī)章制度還未完善。機(jī)會（O）具有強(qiáng)大的關(guān)系網(wǎng)絡(luò)，可 獲得更多業(yè)務(wù)。威脅（T）受到業(yè)務(wù)性周期的沖擊， 資金周轉(zhuǎn)/、靈。四、銷售策略與規(guī)劃1、團(tuán)隊(duì)建立：依照部門需求，在短期內(nèi)建立、培養(yǎng)一支強(qiáng)大的團(tuán)隊(duì)。通過網(wǎng)絡(luò)、人際關(guān) 系等途徑收集人才信息，

22、甄選適合人員加入本部門進(jìn)而進(jìn)行培訓(xùn)。暫訂本部門招 聘人數(shù)：4;職位分別為：專線業(yè)務(wù)部經(jīng)理、專線業(yè)務(wù)部助理、專線業(yè)務(wù)員及客 服人員。2、資源共享：利用公司現(xiàn)有的關(guān)系網(wǎng)絡(luò)資源，積極開展全面合作，共同拓展業(yè)務(wù)市場。3、產(chǎn)品策略：建立自主品牌，堅持差異化，走特色發(fā)展之路，產(chǎn)品進(jìn)入市場，要充分體 現(xiàn)集群特點(diǎn)，發(fā)揮產(chǎn)品核心競爭力，形成一個強(qiáng)大的產(chǎn)品組合戰(zhàn)斗群， 避免單兵 作戰(zhàn)。4、銷售方式1）、直接式銷售通過企業(yè)整體信息化解決方案（ICT）的全面培訓(xùn)和深入的學(xué)習(xí)，深化一站 式ICT服務(wù)理念。通過對主要語音專線、數(shù)據(jù)專線、互聯(lián)網(wǎng)接入、綜合集群網(wǎng)等 知識的學(xué)習(xí)與了解，掌握其應(yīng)用領(lǐng)域，直接與各應(yīng)用領(lǐng)域的各類需求

23、客戶進(jìn)行深 入溝通并促成成交。2）、捆綁式銷售dstandardizati onofsafetyproducti on,a ndstrivetoachieve"intri nsicallysafe".Ninethpit safetysecti onandisaunitofsecurityofficersre sponsi bleformine safetydutie sandsupervisetheimpl ementationofthefoll ow-upt o,andimpleme ntationofthesystem,prose cuti on.PartImanage

24、mentsystems.Youca nusebrazi erswhe n,2 -3metersfromthegrounda ndputt hefireout beforethew ork,confirmthe nofirebeforetheyca nleave;Highway 11non -staffinthemarginw ithin50m,radi usofthe excavationw ork,a ndw orkingwit hin6metresofthee dgeandstayundert heum brellaheadi ng;12,blasti ngintot hepit pers

25、onnelmustfoll owthe shooti ngguar d'scommand,hi detosafety;13non -miningve hicles（includingbicycle s,a nimal-drawnvehicle,m otorvehicles,etc）will beba nne dfromenteri ngthe pitsandot herpr oductionarea onpainofheavyfines,resulti ngina cci dentst obei nvestigatedforresponsi bility;14shooti ngthefoll owingmechanicalsafetydistancesasfollow s:categ orynameme chanical cannonsshall owholesa ndpopshooti ngexpose dblasti ngunits:metersdiggingmachinerigcargunpowderothere qui pment-pitequipme nt