...A Sales Plan Defined Our sales plan should be short, simple and to the point. It's basically our strategic and tactical plan for acquiring new business, growing our existing book of business and making and/or exceeding our sales quota within our sales territory. Typically, a healthy mix would include 75 percent of your sales quota from new business and 25 percent of your quota from add-on business from your existing customers. There are four basic parts of a sales plan: 1. New business acquisition strategies 2. New business acquisition tactics 3. Existing business growth strategies 4. Existing business growth tactics Before you start, you need to get a handle on some definitions: • Sales quota: This critical element of your plan sets the tempo of your efforts throughout the year and provides quarterly, monthly, weekly and even daily sub-goals for you to achieve. • Sales territory: Refers to the geographic area, list of named accounts or specific market niche you have been assigned to in which you are to sell your products, services and solutions. • Strategies: The plan necessary to accomplish your goal. • Tactics: The steps necessary to carry out the plan. New Business Acquisition Strategies and Tactics Include the following four strategies in your sales plan. Remember, these strategies are all designed to capture new customers and new market share. Important note: The strategies are numbered and the tactics are italicized. 1. Exceed my quota. • Send no less than...
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...In order for a sales force to be successful there needs to be incentives and bonus. A bonus from the textbook is a payment made at the discretion of management for achieving or surpassing a certain level of performance. The incentive will work as follows: one if you sell a warranty on a cell phone the salesperson receives an extra five dollars on their check. Another incentive for the salespeople is a $200 dollar bonus for going over their quota by 100 cell contracts or cell phone. The incentives for the sales team are below. Also a superstar employee can be promoted from within, Sales Supervisor, Manager and store Manager. The employee will receive health insurance if they work twenty-five hours a week. The health insurance is through Humana which covers, dental, doctor visits, emergency room care. Each employee will receive one week of sick time and two weeks of vacation per year Sold Warranty | $5.00 | Selling 50 over Quota | $100.00 | Selling 100 over Quota | $200.00 | Selling a Credit Card | $50.00 | Manager Yearly Bonus for Over Quota | $1000.00 | Sales Associate | 10.00 an hour | Sale Supervisor | $15.00 an hour | Manager | $35,000 a year | Store Manager | $50,000 with Stock options | Salesperson | $10.00 Commission on a sale of a 499.99 phone | Plan for Motivating the Sales Force The plan for motivating the sales team is to have weekly manager meetings to evaluate their staff and determine new incentives and bonus for sales. Another way...
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...Sales and Distribution Plan Remember, the primary goal of the marketing plan is to get people to buy your products or services. The Sales and Distribution part of the marketing plan details how this is going to happen. Traditionally there are three parts to the Sales and Distribution section of the marketing plan, although all three parts may not apply to your business. 1) Outline the distribution methods to be used. How is your product or service going to get to the customer? For instance, will you distribute your product or service through a Web site, through the mail, through sales representatives, or through retail? What distribution channel is going to be used? In a direct distribution channel, the product or service goes directly from the manufacturer to the consumer. In a one stage distribution channel it goes from manufacturer to retailer to consumer. The traditional distribution channel is from manufacturer to wholesaler to retailer to consumer. Outline all the different companies, people and/or technologies that will be involved in the process of getting your product or service to your customer. What are the costs associated with distribution? What are the delivery terms? How will the distribution methods affect production time frames or delivery? (How long will it take to get your product or service to your customer?) If your business involves selling a product, you should also include information about inventory levels and packaging...
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...Sales Plan: Phase III MKT/445 November 15, 2011 Professor John Zemaitis Sales Plan: Phase III Throughout the changing landscape of the current economy, companies are striving to increase year-on-year sales and productivity. Arizona Housing Experts is no different in this respect and needs to implement a solid 2012 sales plan to move their business from the maturity stage in the life cycle back to growth. Throughout the remainder of the paper there will be numerous points discussed in relation to the 2012 sales plan for Arizona Housing Experts. The points that will be covered and broken down include real estate opportunities with both apartment locations and residential homes to increase profitability and acquire more customers. There will need to be an actual sales process put into place by management that is identifiable and feasible for the agents to achieve using current and refined sales tactics and techniques. Lastly, marketing will need to be completely revamped. Currently there is a hit and miss marketing approach for Arizona Housing Experts and with a little market research, a complete identifiable and measureable marketing plan will be able to be put in-place while increasing productivity and profitability. However, none of the above will be possible without a plan and identified opportunities. Plan and Opportunities Many programs are available to real estate agents as well as entire brokerages to manage and improve customer relationships and...
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...Sales Compensation SALES COMPENSATION PLAN FEATURE Design, Communication, and Administration Methodology Application of Performance Yardsticks Mix of Fixed and Incentive Compensation Actual Total Cash Compensation Paid DIFFERENCES IN SALES COMPENSATION PLAN DESIGN “THE BEST” (29 companies) Sales compensation design begins with tying sales compensation goals to the business objectives of the company in a direct way. The selling job is subsequently carefully defined in terms of responsibilities, accountabilities, and goals. Communication and administration is the responsibility of Sales supervisor with frequent executive sales performance audits conducted. Both qualitative and quantitative performance measures are used to communicate performance priorities for upcoming performance period. Often profit is used as a supplementary yardstick to revenues. Measures directly extend corporate sales goals to sales job and tie sales representative into the overall business plan of the company. Team measures are often used to reward cooperation and team selling. Prime emphasis is on the economics of the selling task rather than competitive compensation. Incentives offer very high cash compensation for excellent selling performance. Little emphasis on competitive compensation and base salary or draw is measurably below competitive compensation for industry. Emphasis is on paying for sales success. Total cash compensation varies dramatically based on sales performance. Over 25% of sales...
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...Sales Compensation Plan No matter which industry you are preforming, “Sales” is the word and also the soul of every business. Sales represent the profit and the level of success of a company, Sales is what every company non stop seeking for. With higher sales, the profit, earn with a company will be higher. So, how to make your sales become higher? There are many things and effort to do to increase your sales. All the departments in a company must fully commit together to achieve the mission, vision and objective of the company, well, and also every department must have a good leader. But then again, the task of getting higher sales and profit must hand over to the marketing and sales department. In a Marketing department, the jobs are promoting and market the product/service. The sales manager and salesperson are responsible for this task. Therefore, to achieve the mission, vision and objective of a company, sales force and sales quota should be clearly stated in month report and annual report. Meanwhile, to encourage the salesperson to hit the targeted sales, a sales compensation plan should be introduced to them. Sales compensation plan is the is largely tied your sales organization’s ability to achieve specific objectives and targets, then everyone will be incentivized to perform the kinds of revenue-driving activities that yield those results. Sales compensation plan not only build to consolidate the sales of the company, it also consolidates hearts of employees...
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...Container Trucking Company In Chile Selling Strategies Index 1.- Definition of Competitive Strategies Price Differentiation 2.- Segmentation of the Market Segmentation Strategies Segmentation Chart Classification and analysis of Clients 3.- Comparative Analysis of the Competitors 4.- Sales Strategy 5.- Sales Projections 1.- Definition of Competitive Strategies They are two types of competitive strategies that will be applied according to the market segmentation that will be defined out later on. 1.1.- Price Strategy .- Prices will not be fixed or exclusive. Prices for the transport services are going to depend on the volumes of cargo the clients have, the origins and destinations, if they use Our Company as their exclusive transportation provider and of the conditions of reception and/ or delivery of the containers. 1.2.- Differentiation Strategy.- Factors to consider for the differentiation strategy are: Reaction Ability Reliability of Service Equipment Security Customer Service Sales and Marketing Integration of Services Financial Stability Reaction Ability.- It is the capacity of reaction to service request, especially during non-working hours, weekends or holidays and in emergencies. This factor is critic during the high seasons of export and is especially valued by the exporters with high volumes of load. We will define our Company as of quick reaction, and for that, we have taken...
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...DEVELOPING AN INCENTIVE PLAN FOR SALES PERSONNEL FROM DIFFERENT CULTURES Expanded Background Selling is an integral part of international business. For consumer goods, customers usually meet with sales personnel in retail stores. For industrial goods, the sales personnel usually visit potential buyers in their offices. Sales personnel may be expatriates (home-country nationals who re-locate abroad) or host-country nationals. Firms usually prefer to hire hostcountry nationals, because they are less expensive than expatriates to employ and house. But hiring foreign nationals poses challenges because of the cultural differences that characterize such personnel. Motivating the sales force is challenging because of differences in values and norms across cultures. In order to inspire a culturally diverse sales force, managers in charge of international sales must acquire specific knowledge and skills. Sophisticated managers are sensitive to the needs and personality traits of the sales personnel that they supervise. The most successful managers possess a deep understanding of human behavior and are able to use these skills to their advantage. They are aware that sales personnel from different cultures fall into a range of different personality types. For example, factors that motivate a sales associate from Japan are likely to differ substantially from those that motivate a sales associate from Sweden. This is because the two sales personnel differ along various cultural dimensions...
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...Running Head: SALES PLAN: PHASE TWO Sales Plan: Phase Two May 10, 2010 Sales Plan: Phase Two Apple has become one of the most successful cell phone providers since releasing the iPhone in 2007 (Apple, n.d.). This product is revolutionizing the cellular phone industry in ways that no other product could ever do. But like any product, the iPhone must continue to grow to stay ahead of the competition and always to increase sales. One way to do this is preparing a sales plan that can keep the product successful and increase the products revenues as it goes forward. As vice president of sales for Apple (Apple, n.d.), it is incumbent upon Team B to implement such a plan. Topics covered include outlining where the product is in the product life cycle, an environmental scan, situation analysis, and a SWOTT analysis. Other topics to include are sales goals, strategic plans, tactics, a budget, and measurement tools. By providing this data, Team B will ensure a successful sales plan that will not only maintain the products current success but also provide it with a very bright future to keep sustainability high. A discussion of the executive summary follows. Executive Summary The Apple iPhone is by far the most advanced and successful phone on the market today. It set the standard for smartphones and left the competition far behind with the features and applications it offers. Between all the applications available for download, the easy access to voicemail and an...
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...Trang bìa KẾ HOẠCH TIẾP THỊ VÀ BÁN HÀNG CHO THUÊ NHÀ THUYỀN LÊ THỊ KIỀU OANH ID : 100726 Trang pháp lý Hợp đồng bảo mật Người đọc dưới đây thừa nhận rằng những thông tin được cung cấp bởi _______________ trong kế hoạch tiếp thị này là bí mật, do đó, người đọc đồng ý không tiết lộ nó mà không có sự cho phép bằng văn bản của _______________. Nó được thừa nhận bởi người đọc rằng thông tin được cung cấp ở kế hoạch tiếp thị trong tất cả các khía cạnh bảo mật trong tự nhiên, khác với thông tin mà là ở phạm vi công cộng thông qua các phương tiện khác và bất kỳ tiết lộ hoặc sử dụng cùng bởi người đọc, có thể gây thiệt hại nghiêm trọng hoặc thiệt hại cho _______________. Khi có yêu cầu, tài liệu này là được ngay lập tức quay trở lại _______________. ___________________ Chữ ký ___________________ (Đánh máy hoặc in) 1.0 Tầm nhìn Marketing 1 1.1 Mục tiêu 1 1.2 Mục đích 1 1.3 Hình ảnh 1 1.4 Chênh lệch bảng điều khiển 2 Table: Chênh lệch bảng điều khiển 2 2.0 Ý tưởng khách hàng 3 2.1 Mô tả thị trường 3 3.0 Sự khác biệt đáng ghi nhận 3 3.1 Khác biệt 4 4.0 Chiến lược cốt lõi 4 4.1 Các yếu tố cốt lõi xây dựng thương hiệu 4 5.0 Sản phẩm / Dịch vụ đổi mới 4 5.1 Cơ sở đặt giá 5 6.0 Tài liệu tiếp thị 6 7.0 Kế hoạch Web 6 7.1 Kế hoạch truyền thông xã hội 6 8.0 Kế hoạch dẫn đến thế hệ 6 8.1 Quảng cáo 7 8.2 Giới thiệu tham gia 7 9.0 Kế hoạch dẫn đến sự chuyển đổi 8 10.0 Kinh nghiệm phục vụ 8 10.1 Lòng trung thành đối với sản phẩm / dịch vụ...
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...Career Development Plan Part Iii-Performance And Career Management Career Development Plan Part III – Performance and Career Management Damesha N. Horace HRM/531 Human Capital Management June 21, 2010 Career Development Plan Part III- Performance and Career Management A training and mentoring program was implemented for the new InterClean sales force. Our next step is to develop a performance and career management program that continues to work in alignment with the company’s new strategic direction. Performance management includes activities to ensure that goals are consistently being met in an effective and efficient manner. Performance management reminds us that training, strong commitment, and hard work alone is not enough to achieve desired results. InterCleans major contribution of performance management is its focus on achieving results – the sales team will be trained to engage directly with facilities managers, health care professionals, and operational executives in their customers' organizations (University of Phoenix, n.d). In addition to performance management, career management is a critical tool that will be applied to provide employees with a life long, self-monitored process of career planning that involves setting personal goals and formulating strategies for achieving them. The development of a performance and career management program will explain the employee feedback process, manager’s assistance with helping employee’s reach a higher level...
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...years in a considerably successful manner. The business was started by Mr. Manjula Madurapperuma. Since the companies’ commencement Mr. Manjula Madurapperuma and Mr. Ajith Jayathunga has contributed in a major aspect to the company to be reached the zenith. Their Vision To have distributing agencies in each district. Their Mission We will be the most successful distributing company in the country. MM Distributing Agencies has three distributing agencies, distributing Unilever and Asian Paints products in several geographical areas. And they have about 65 employees under their distributing agencies running out their working capacity. Each and every agency is consistent with a Branch manager, Sales Manager, Stock Keeper and an IT manager. These managers have authority to plan, and recruit and select candidates to...
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... Scanlon Plan Scanlon Adoption Plan at Engstrom Problems and Solutions? 2 Introduction to Engstrom (I) A privately owned business manufacturing mirrors for trucks and automobiles Located in Richmond, Indiana 209 employees Use Scanlon Plan as an incentive for staff 3 Introduction to Engstrom (II) Creation 1948 late 1990s Troubles:unprofitability,production delays Ron Bent hired 1998 Dec.1999 Scanlon plan is voted by 81% workers Downturn in industry 2005 46 employees lay off June 2006 Need a new solution! May 2007 Economical Context 1948 1990s 1999 2005 2007 Contents Introduction to Engstrom Scanlon Plan Scanlon Adoption Plan at Engstrom Problems and Solutions? 5 Scanlon Plan Developed in 1930s by Joseph Scanlon, a cost accountant by training and a steelworkers’ union official at a steel mill facing bankruptcy. The heart of the plan is the concept of participative management. The three plan components: • the submission of suggestions for improvement by employees at all levels • the structure of the company committees that evaluate the suggestions • then the sharing of the fruits of increased productivity through monthly bonuses Ideally work together to drive big changes in behavior and attitudes! 6 Contents Introduction to Engstrom Scanlon Plan Scanlon Adoption Plan at Engstrom Problems and Solutions 7 Scanlon Plan Adoption at Engstrom (I) Employees signed a Scanlon Bonus Plan Agreement at...
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...Sales & Operation Planning Adrian Rader American Public University Kristopher Bradshaw Sales & Operation Planning Sales and operation planning sets the foundation for any successful business. In order to succeed a company must be prepared from the beginning and set the groundwork or procedures it will follow. From customers to sales and marketing to developing, the sales and operations planning is designed to set up all the plans for every aspect of the business. The process in done is phases and tasks must be done before everyone can come together at the first meeting. Meetings must be set up well in advanced to allow everyone involved adequate time to prepare their part of the meeting. The process has been becoming more prevalent with businesses as they see the importance of this step. It is important early on that everyone knows their role. In the mid-1980s, Oliver Wright developed the sales and operations planning process. “He essentially recommended to his manufacturing clients that they get Sales plans from their Sales organizations to use as a basis for production planning” (Lapide, 2014). The tasks that must be done before the first meeting are simple. The people who should be part of the process need to know in order for them to prepare for the first meeting. The dates need to be set for first yearly meetings to allow for adequate preparations. If the company is going to use technology, the software must be tested to make sure the accuracy is correct...
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...com/edugen/courses/crs4637/rc/jiambalvo3341c... GOAL OF MANAGERIAL ACCOUNTING LEARNING OBJECTIVE 1 State the primary goal of managerial accounting. Virtually all managers need to plan and control their operations and make a variety of decisions. The goal of managerial accounting is to provide the information they need for planning, control, and decision making. If your goal is to be an effective manager, a thorough understanding of managerial accounting is essential. Planning LEARNING OBJECTIVE 2 Describe how budgets are used in planning. Planning is a key activity for all companies. A plan communicates a company's goals to employees aiding coordination of various functions, such as sales and production.A plan also specifies the resources needed to achieve company goals. Budgets for Planning The financial plans prepared by managerial accountants are referred to as budgets. A wide variety of budgets may be prepared. For example, a profit budget indicates planned income, a cash-flow budget indicates planned cash inflows and outflows, and a production budget indicates the planned quantity of production and the expected costs. Consider the production budget for Surge Performance Beverage Company. In the coming year, the company plans to produce 5,000,000 12-ounce bottles. This amount is based on forecasted sales. To produce this volume, the company estimates it will spend $1,500,000 on bottles, $400,000 on ingredients, $150,000 on water, and pay workers at its bottling plant $300...
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