Chapter 2 Chapter 1 Functions of the Sales Department
The sales department is the leader of the enterprise, the most direct benefit realizer of the enterprise, and plays a pivotal role in the enterprise.The success of the sales work directly determines the success or failure of the enterprise.The work of the enterprise is ultimately based on the market as the test standard.Sales is a vital part of achieving business goals.So what does the sales department do?What should a sales manager do?This is the first question that a professional sales manager should understand.This chapter mainly introduces the role and function of the sales department in enterprise marketing, how the sales department is organized and established, the relationship between the sales department and related departments, and the duties that the sales manager should perform as the person in charge of the sales department.
Sales is an important part of marketing management and a bridge connecting enterprises and markets.
Now in the marketing organization, there are usually two functional departments: one is the sales department; the other is the marketing department.Among them, the role of the sales department in the marketing organization is mainly:
(1) The sales department is directly connected with the market and consumers, which can provide a basis for market analysis and positioning.
(2) The sales department can cooperate with the marketing strategy combination through a series of sales activities.
(3) Test the marketing plan through sales results, formulate competitive marketing strategies with other marketing management departments, and formulate new marketing plans.
Sales is the center of corporate activities, and the sales department is the "warrior at the forefront" of the company. In the ever-changing market, sales are the link between the company and customers, and they are constantly doing creative work to bring profits to the company. , and continue to meet the various needs of customers.The core work undertaken by the sales department in the company's overall marketing work is sales and service.
Generally speaking, the sales department has the following functions:
(1) Conduct market front-line information collection and market research.
(2) Submit the annual sales forecast to the vice president of marketing.
(3) Formulate the annual sales plan, decompose the target, and implement it.
(4) Manage and supervise the normal operation and business operation of the marketing center.
(5) Establish, manage and supervise the normal operation of regional branches.
(6) Develop marketing network and rational layout.
(7) Establish customer data files at all levels to maintain two-way communication with customers.
(8) Reasonably carry out the budget control of the sales department.
(9) Grasp the needs of salesmen and fully mobilize their enthusiasm.
(10) Formulate action plans for business personnel and check and control them.
(11) Cooperate with relevant departments in the system to do promotional activities.
(12) Predict channel crisis, report and deal with it.
(13) Check channel obstruction, report and deal with it.
(14) Carry out display of goods, posting and distribution of promotional materials in accordance with the requirements of the promotion plan.
(15) According to the enterprise's payment collection system, collect or settle the payment for goods.
1. Sales Assistant Responsibilities:
1. Responsible for coordinating cooperation with advertising design, promotion production, and publishing companies; maintaining good relations with the media, etc.;
2. Responsible for the marketing and promotion of all contracts and payment procedures; classify and register all contracts and each payment to form a subsidiary account;
3. Responsible for market research and sales information, collection, collation and reporting of policies;
4. Responsible for the sorting and printing of relevant construction drawings in sales;
5. Responsible for the review and stamping of sales contracts;
6. Responsible for monthly performance appraisal;
7. Assist in the work of the company's office and engineering department;
8. Submit monthly and annual work summaries;
9. Complete the temporary work assigned by the leader.
2. Responsibilities of the cashier (cashier) of the sales department:
1. Under the dual leadership of the Finance Department and the Sales Department;
2. Responsible for the cashier settlement and bank deposit of the sales house payment;
3. Responsible for the production of financial daily, weekly and monthly reports and the registration of related accounts;
4. Responsible for regular reconciliation with the Finance Department;
5. Responsible for the maintenance of pos machines and currency detectors;
6. Responsible for the statistics, liquidation and application of invoices;
7. Responsible for providing sales data to the company's financial department;
8. Responsible for internal attendance, collection of welfare bills and reporting to the office;
9. Responsible for writing, signing and archiving minutes of internal regular meetings;
10. Assist in the printing and verification of subscription documents and contracts;
11. Submit monthly and annual work summaries;
12. Complete the temporary work assigned by the leader.
3. Responsibilities of the back office (secretary) of the sales department:
1. Responsible for the archiving and retrieval management of sales contracts, sales control, accounts, customer information and various sales materials;
2. Responsible for the maintenance and management of public office equipment such as copiers and fax machines;
3. Responsible for the procurement, storage and use of office supplies and sales materials;
4. Responsible for the production of sales daily, weekly and monthly reports and the registration of related accounts;
5. Responsible for the printing and verification of subscription documents and contracts;
6. Responsible for the statistics and reporting of the Housing Authority data;
7. Bank mortgage reminder work and assist cashier collection;
8. Responsible for the preparation and distribution of performance bonus reports;
9. Submit monthly and annual work summaries;
10. Complete the temporary work assigned by the leader.
4. Responsibilities of the supervisor of the sales department:
1. Responsible for the management and evaluation of real estate consultants in the case field;
2. Responsible for daily, weekly and monthly sales reports;
3. Responsible for convening daily, weekly and monthly sales meetings;
4. Responsible for the sanitation and security of the case field;
5. Responsible for the daily on-site reception of the case and the control of the subscription signing process;
6. Responsible for the training and supervision of the case field.
7. Submit monthly and annual work summaries;
8. Complete the temporary work assigned by the leader.
5. Responsibilities of the real estate consultant of the sales department:
1. Strictly follow the company's requirements to unify the propaganda caliber;
2. Strictly implement the work process and case management regulations;
3. Seriously do a good job in the reception of visitors and calls, and carefully fill in various registration forms;
4. Regularly track customers, and timely feedback customer opinions and sales issues;
5. Assist customers in the subscription, signing and mortgage procedures, and provide full service;
6. Timely reminder;
7. Make work notes every day and record customer information in detail;
8. Submit weekly sales report, submit monthly and annual work summary;
9. Actively participate in the business training organized by the company, continuously improve their own capabilities, and ensure the completion of sales tasks every month;
10. Complete the temporary work assigned by the leader.