SALES PLANNING SYSTEM

APPROACH TO SALES PLANNING

1.REVIEW THE LAST 12 SALES PERFORMANCE.

-Sales review

-Customers Sales review

-Market review

-Sales Policies review

-Products Performance reveiw

-Distribution review

-Customer review

-Reseller [ trade review ]

-Sales Organization review

-Territories Sales review

-Sales Force review

-Sales management review

-Sales Promotions review

-Sales support review

-Sales training review

-Competition review

-Pricing review

================================================== ===========

2.Based on the analysis / review, you develop the sales plan

for the next 12 months.

1.Your Company Mission Statement.

2.Your Products/ Service

3.Total Market size potential [ how big in the next 12 months]

4.Your company marketing Objectives.

5.Your market share forecast.

6.Your sales forecast.

7.Your Competitive positioning

8.Which are your market segments, you are going to focus.

9.Your sales organization-structure / positions/ process.

10.Your major customers [ current / new prospects ]

11.Your sales targets by customers / territories.

12.Target Market(s)

What categories of buyers will you target? For example: banks,

Why? Where are those customers located?

13.What Motivates Those Buyers

Describe the product or service in terms of the benefits it provides the

customer. Why should they buy your product or service? Buyers are

motivated by benefits (e.g., convenience, status, time savings,

cost reduction, etc.), not products and services.

14. Matching Competitors

Don’t assume that your products and services are so superior that you can

discount the competition. An honest assessment of your primary competitors’

strengths and weaknesses make your business plan more credible.

Describe your competition from the customer’s perspective. What strengths

does the competition have in the eyes of the marketplace?

How will your business compete effectively?

15. What is positioning strategy

1. Price—Base it on how much the market is willing to pay for the product

or service, not on how much it costs the business to manufacture and sell it.

Management style—Fast and aggressive or slower and cautious?

Product quality—High-priced, high-quality for a niche market or low-priced,

adequate-quality that can capture a large market share?

16.Trends

What industry trends could affect your business? Economic trends? Cultural trends?

How do you plan to manage these factors.

17.Obstacles and Opportunities

What might get in the your way? If possible, present these obstacles as opportunities

instead of problems. How will the business address them?

18.Selling Methods

How will your potential customers learn about your product?

If you plan to use your own sales force, how many salespeople will you need

to meet your goals? How many sales calls do you estimate that it will take to

make a sale? How large will the average order be?

How will you keep your sales costs down? Many businesses have moved away

from a traditional in-house sales force and have become increasingly reliant

on direct mail, telemarketing, and seminars to sell products and services.

19.Supporting the Sales Force

What training will the sales force need? How will that training be addressed?

What materials (e.g., brochures, selling aids, prototypes) will the sales force need?

What incentives will you offer the sales force? These incentives must be

structured properly and explained clearly in order to be effective.

20.Product Promotion

How will you promote your product? Through advertising? Public relations? The press?

REGARDS

LEO LINGHAM
25th July 2005 From India , Mumbai

Author Message

leolingham2000 Posted: Mon Jul 25, 2005 12:49 pm Post subject: SALES PLANNING FOR SALES MANAGERS

--------------------------------------------------------------------------------



SALES PLANNING SYSTEM

APPROACH TO SALES PLANNING

1.REVIEW THE LAST 12 SALES PERFORMANCE.

-Sales review

-Customers Sales review

-Market review

-Sales Policies review

-Products Performance reveiw

-Distribution review

-Customer review

-Reseller [ trade review ]

-Sales Organization review

-Territories Sales review

-Sales Force review

-Sales management review

-Sales Promotions review

-Sales support review

-Sales training review

-Competition review

-Pricing review

================================================== ===========

2.Based on the analysis / review, you develop the sales plan

for the next 12 months.

1.Your Company Mission Statement.

2.Your Products/ Service

3.Total Market size potential [ how big in the next 12 months]

4.Your company marketing Objectives.

5.Your market share forecast.

6.Your sales forecast.

7.Your Competitive positioning

8.Which are your market segments, you are going to focus.

9.Your sales organization-structure / positions/ process.

10.Your major customers [ current / new prospects ]

11.Your sales targets by customers / territories.

12.Target Market(s)

What categories of buyers will you target? For example: banks,

Why? Where are those customers located?

13.What Motivates Those Buyers

Describe the product or service in terms of the benefits it provides the

customer. Why should they buy your product or service? Buyers are

motivated by benefits (e.g., convenience, status, time savings,

cost reduction, etc.), not products and services.

14. Matching Competitors

Don’t assume that your products and services are so superior that you can

discount the competition. An honest assessment of your primary competitors’

strengths and weaknesses make your business plan more credible.

Describe your competition from the customer’s perspective. What strengths

does the competition have in the eyes of the marketplace?

How will your business compete effectively?

15. What is positioning strategy

1. Price—Base it on how much the market is willing to pay for the product

or service, not on how much it costs the business to manufacture and sell it.

Management style—Fast and aggressive or slower and cautious?

Product quality—High-priced, high-quality for a niche market or low-priced,

adequate-quality that can capture a large market share?

16.Trends

What industry trends could affect your business? Economic trends? Cultural trends?

How do you plan to manage these factors.

17.Obstacles and Opportunities

What might get in the your way? If possible, present these obstacles as opportunities

instead of problems. How will the business address them?

18.Selling Methods

How will your potential customers learn about your product?

If you plan to use your own sales force, how many salespeople will you need

to meet your goals? How many sales calls do you estimate that it will take to

make a sale? How large will the average order be?

How will you keep your sales costs down? Many businesses have moved away

from a traditional in-house sales force and have become increasingly reliant

on direct mail, telemarketing, and seminars to sell products and services.

19.Supporting the Sales Force

What training will the sales force need? How will that training be addressed?

What materials (e.g., brochures, selling aids, prototypes) will the sales force need?

What incentives will you offer the sales force? These incentives must be

structured properly and explained clearly in order to be effective.

20.Product Promotion

How will you promote your product? Through advertising? Public relations? The press?

REGARDS

LEO LINGHAM
16th October 2005
Author Message

leolingham2000 Posted: Mon Jul 25, 2005 12:49 pm Post subject: SALES PLANNING FOR SALES MANAGERS

--------------------------------------------------------------------------------



SALES PLANNING SYSTEM

APPROACH TO SALES PLANNING

1.REVIEW THE LAST 12 SALES PERFORMANCE.

-Sales review

-Customers Sales review

-Market review

-Sales Policies review

-Products Performance reveiw

-Distribution review

-Customer review

-Reseller [ trade review ]

-Sales Organization review

-Territories Sales review

-Sales Force review

-Sales management review

-Sales Promotions review

-Sales support review

-Sales training review

-Competition review

-Pricing review

================================================== ===========

2.Based on the analysis / review, you develop the sales plan

for the next 12 months.

1.Your Company Mission Statement.

2.Your Products/ Service

3.Total Market size potential [ how big in the next 12 months]

4.Your company marketing Objectives.

5.Your market share forecast.

6.Your sales forecast.

7.Your Competitive positioning

8.Which are your market segments, you are going to focus.

9.Your sales organization-structure / positions/ process.

10.Your major customers [ current / new prospects ]

11.Your sales targets by customers / territories.

12.Target Market(s)

What categories of buyers will you target? For example: banks,

Why? Where are those customers located?

13.What Motivates Those Buyers

Describe the product or service in terms of the benefits it provides the

customer. Why should they buy your product or service? Buyers are

motivated by benefits (e.g., convenience, status, time savings,

cost reduction, etc.), not products and services.

14. Matching Competitors

Don’t assume that your products and services are so superior that you can

discount the competition. An honest assessment of your primary competitors’

strengths and weaknesses make your business plan more credible.

Describe your competition from the customer’s perspective. What strengths

does the competition have in the eyes of the marketplace?

How will your business compete effectively?

15. What is positioning strategy

1. Price—Base it on how much the market is willing to pay for the product

or service, not on how much it costs the business to manufacture and sell it.

Management style—Fast and aggressive or slower and cautious?

Product quality—High-priced, high-quality for a niche market or low-priced,

adequate-quality that can capture a large market share?

16.Trends

What industry trends could affect your business? Economic trends? Cultural trends?

How do you plan to manage these factors.

17.Obstacles and Opportunities

What might get in the your way? If possible, present these obstacles as opportunities

instead of problems. How will the business address them?

18.Selling Methods

How will your potential customers learn about your product?

If you plan to use your own sales force, how many salespeople will you need

to meet your goals? How many sales calls do you estimate that it will take to

make a sale? How large will the average order be?

How will you keep your sales costs down? Many businesses have moved away

from a traditional in-house sales force and have become increasingly reliant

on direct mail, telemarketing, and seminars to sell products and services.

19.Supporting the Sales Force

What training will the sales force need? How will that training be addressed?

What materials (e.g., brochures, selling aids, prototypes) will the sales force need?

What incentives will you offer the sales force? These incentives must be

structured properly and explained clearly in order to be effective.

20.Product Promotion

How will you promote your product? Through advertising? Public relations? The press?

REGARDS

LEO LINGHAM
16th October 2005
 

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