2012运通国旅川藏部年度发展计划.ppt

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1、运通国旅川藏部2012年年度工作计划,2012年2月6日 部门经理：王 斌,提要：,一、上年度业务工作回顾与分析： 1、销售业绩分析 2、存在的问题分析模板 3、市场变化分析与预测模板 4、组织队伍状况 5、2011年度回顾（操作分析）,二、2012年度销售业务计划： 1、年度业务目标与策略 2、区域市场扩大计划 3、产品开发计划 4、价格调整计划 5、渠道开发计划 6、市场投入/资源配置计划 7、销售组织/队伍调整计划,一、上年度业务工作回顾与分析：,存在的问题分析模块,组织队伍状况：,2011年度操作回顾：,主要的提高：经过一年的努力工作，自己业务能力上有了很大的提高。对本部门负责的线路有

2、了更深一步的了解与认识，特别是线路报价上的一些规律，以及不同客户对旅游产品所需的方向及要求。在与地接社沟通上建立了良好的合作伙伴关系，当问题不断出现，也不断的反映，使得地接社在各方面都能尽量配合我们做好各个旅游团队接待工作，对于旅游团队中所出现的问题也能积极配合处理。整个年度的操作中，特别是旺季的磨练，使得我们在十分繁忙过程中也能拥有明确处理好各项事情的能力。 主要的不足：团队意识有待加强，有时合作、配合不到位，繁忙时容易出现混乱，对问题处理不够及时，容易让客人产生意见。特别在报价过程中，容易出现相互之间缺少沟通而分别就同一团队进行了价格不一的报价，让客户产生意见，对我们的专业能力产生怀疑。还

3、有就是一些地接最新资讯没能共享，造成无形增加了大量的工作，严重浪费时间，特别是报价中，不能及时把最准确的价格报给客户，影响团队的成功及相关利益。 值得注意的几种操作： 1、地接咨询时时更新，资源共享，建立部门Q群，有新的更新及时在部门Q群里发布，并告知； 2、对于自己所掌握的客户咨询（包括报价的方式、利润如何加、什么样的线路比较热衷、对发票的要求方式、结款情况等）在部门内应共享； 3、对于客户在要求发票问题上，应统一口径，探讨出相对应的处理办法； 4、出大交通时，应注意的操作规则及步骤； 5、核价时，注意客人要求：进店、不进店、决不进店，分别报价，阐述清楚； 6、报价再忙，也要重复审查报出去的

4、价格，特别确认件上确认的价格及明细要复合当初与客户协议所定； 7、新客户必须征求上级审批方可报价及接团，以免造成麻烦与纠纷； 8、给客户报价时，除了重点客户稍微照顾提前报价外，其他各自把握，尽量一律平等。旺季时如怕漏报，建议准备小本子登记，以免怠慢了客户，造成不必要的影响； 9、谨记：客户就是上帝，极力共同维护我们拥有的客源！收款时，把握好心态，以收取为目的，策略性交流方式，多沟通，互相理解！,二、2012年度销售业务计划,1、年度业务目标与策略：,备注：以上分配方案为暂定，具体实施过程中，大家应互相帮助为前提，以实现目标为己任；新员工（一名） 进入后，看情况适量从目前暂定的任务中按比例抽出任

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