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Sales Strategy. Plan Activity Set Financial Targets Set Order Targets Nurture 20/80 Customers (KAM) Set Number of New Customers. Shape of Sales Team Shape of Sales Support Team Refer to Business Plan Set Territory Shape of Company Sales Administration. Promotion Support Activity

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Sales Strategy


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Presentation Transcript
sales strategy
Sales Strategy
  • Plan Activity
  • Set Financial Targets
  • Set Order Targets
  • Nurture 20/80 Customers (KAM)
  • Set Number of New Customers
slide2

Shape of Sales Team

  • Shape of Sales Support Team
  • Refer to Business Plan
  • Set Territory
  • Shape of Company
  • Sales Administration
slide3

Promotion Support Activity

  • Database Management
  • Pricing Policy
  • Research
  • Branding
  • Other Activity (trade show etc)
slide4

Plan Activity

£ target

Order target

Customer

target

New Customer

target

slide5

Territory

Shape of

Sales team

Shape of

Sales support

Other activity

Pricing

Policy

slide6

Sales Strategy for 2006/7 Company xyz

  • 1. Plan Activity – 20 working days per month over 40 weeks per year
  • 1st month 15 day in-field 2nd month 10 days in-field 5 days in-house
  • 2. £ Target – set monthly sales income target
  • 3. Order Target – set monthly orders target (90% RFQs achieved)
  • 4. Customer Target – select the top 20% earners and target over a
  • 3 month cycle
  • New Customer Target – set target and month
  • (1/8 of last years customers)
  • 6. Territory – set area to target by month
slide7

Sales Strategy for 2006/7 Company xyz

  • 7. Sales Team – recruit additional sales executive, after 6 months
  • select one as sales manager
  • 8. Sales Order/Support Team – recruit additional sales order person
  • Other Activity – Sales people to attend 2 trade shows, sales
  • ordering support team to organise and post mail & email against
  • promotional plan
  • Pricing Policy – Inform customer (existing & potential) of discount
  • set by product and period. Also review all prices every 6 months
slide8

A - Attention

I - Interest

D - Desire

A - Action

Q & A