Sales Plan Development Guide
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ScribdTranslationsSales Plan Development Guide
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ScribdTranslationsSALES MANAGEMENT
FINAL PROJECT: EVALUATION AND RESULTS OF THE SALES PROGRAM
Team activity (6 members)
Dates will be assigned for the review of the project's progress.
The team must create a sales plan, this project describes
your business objectives, the tactics to undertake, the challenges to face,
among other aspects.
Instructions:
1. Define your market
To develop a Sales Plan, the first aspect is to define your target or the
the audience you are addressing. You must have a specific segmentation,
way you can define demographic and economic characteristics
buying behavior of your potential customer.
2. Know your products or services
It is also essential to have a broad knowledge of your products and
services. You must have your value proposition clearly defined, your
pricing policy and the profit margin you obtain from each sale.
In order to set sales goals, it is essential to know the
profitability that the sale of each product or service would provide you.
That is to say, you should know how many products or services you should sell in
each time period to meet the objective.
3. Study the competition
Every Sales Plan must be based on the knowledge of the actions of
sale that the competition is making. This can help us to deal
to differentiate ourselves and also to use sales systems and methods that
they may be proving useful to our competitors.
Use different techniques ofcompetitor analysisand see what actions
a sale is taking place that could be effective. Research about
products, prices, billing, after-sales service, promotions
discounts, customers, etc. Find out what types of companies and organizations
son, number of employees and salespeople, what position they occupy in the
market, etc.
4. Define a goal
It is about having a quantitative objective that we must aspire to in a
time period. It can be an annual sales target, but this
It can be divided into shorter periods, such as the quarter, the month, or even
the week.
The objective can be defined as sales volume or units.
sold, based on what proves to be most effective. Sell a wide
volume of units, if the billing target is not reached, it is not
not necessarily the most beneficial. However, there are many variables
that can be measured, such as the units sold in a certain
product that generates a high margin.
At the moment ofestablish the objectivesfor sale do not forget that these
They must be SMART objectives: Specific, Measurable, Achievable and
delimited in Time.
5. Develop a sales strategy
The sales plan must develop the method or methods that will be used
use to reach the target audience and achieve sales goals
proposed. At this stage, it is also necessary to plan the actions or
sales tactics. Sales actions can be of two types: capture
new customers and retain or keep the company's customers.
For attracting new clients and achieving business growth,
multiple sales channels can be used or use means such as the
advertising to try to reach the largest possible number of customers
potentials.
6. Make a sales forecast
We also need to make a quantitative sales forecast,
based on the number of sales we expect to achieve and the number
of units sold. This is a simulation that can help us
to be clear about how much we would have to sell to reach the goal
established.
7. Define a budget
The sales actions defined in your Commercial Plan are not free and
requires an investment in resources. Therefore, you must define a
budget needed to achieve the sales goal.
The project consists of 4 stages:
General context (logo, slogan, company description,
description of activities
election of positions
Describe the mission of the company
Can you summarize it by answering the questions:
Who are we?
What are our values?
What do we believe in?
What do we want to achieve in the future?
Detail who your target audience is
Look at the example of the company Nike. Its target audience is divided into:
high-performance athletes: who want quality and comfort for
reach their full potential.
adolescents: who practice sports or want a lifestyle of
vanguard.
adults: who seek comfort and quality products.
Make a competitive analysis
The competitor analysis will help you determine how you position yourself.
in the market and what differentiates you from your main competitors.
For this instance, we recommend using theSWOT analysisa useful method
to examine your strengths, opportunities, weaknesses, and threats and
compare them with those of the competition.
Attributes Company X Company X Your company
Characteristics
of the product
Cost
Location etc..
Minimum attributes: 10
3.2.- Stage 2 Start of the company and business strategy (chain of
value, activity schedule, sales projection, campaign of
dissemination, budgets.
At this stage, it is necessary to consider the following decision-making stages.
organizational purchases
• Anticipation or recognition of a problem or need
• Determination and description of the characteristics and quality of the
necessary articles
• Search and classification of potential suppliers
• Acquisition and analysis of proposals or quotations
• Evaluation of proposals and selection of suppliers
Product cost:
Raw material (the total is divided by the total number of products)
Mano de obra (cuanto te cobra) 150 / (cuantos productos hace al día) 50
= (price corresponding to each product)
Indirect costs (water, gas, electricity, etc.) (the total is divided by the number
total number of products
Operating expense (packaging, napkins, spoon, box, etc.) (the total is
divide by the total number of products
Example
18.5
MO: 150/50 = 3
GI: 5
GO: 1.5
Total Cost: 28 (this is what the finished product costs you)
Profit margin: (competitor analysis) (determine if it is 10% 20% or
30%
Total cost
= Price of the product per unit
(1-profit margin)
3.3.- Stage 3.- Product sale.
1st Week of the Sale
Tentative date April 24 to 28
3.4.- Stage 4.- Results. (exposition)
The team must submit the complete report in Word and PDF.
project and must present (presentation) the results of it.
