Assignment: Sales Management & Professional Selling
Sales Plan Outline
This is a SALES plan not a marketing plan, not looking for volume of information. Facts, bullet points, brief information, that may be translated into Benefit Statement, where possible. The information you assemble is intended to be your sales plan/strategy/foundation.
1. Customer(s) Focus DRAFT 2
a. What do they do?
b. Does this firm serve customers?
c. Size & scope (e.g.: national, regional, local)
d. Why do they purchase PROJECT COMPANY products/services?
e. What do the products do for customer(s)?
f. Quantity of customers in assigned territory.
g. How important are PROJECT COMPANY products to customers?
h. Who are the buying decision makers?
i. Who are the influencers?
j. Is purchasing centralized or decentralized?
k. Does customer inventory product?
l. Project based purchases?
2. Sales Plan Organization DRAFT 2
a. Where is headquarters?
b. Are there field-based offices?
c. Is sale territorially based?
d. Describe & quantify sales organization.
e. Direct sales or Indirect sales (or both)?
f. House or key accounts?
g. Inside sales interact with outside sales?
h. Are there distribution centers?
i. Indirect Sales
i. Are there distributors involved?
ii. Who, size: detail.
iii. Manufacturer's Reps involved?
iv. Stocking distributors?
v. Degree of reliance upon company?
vi. Distributor Sales Force (detail)
vii. Value proposition.
j. Is local service & support involved?
i. Company owned?
ii. Independent service company involved (VAR)?
iii. Is service & support provided by distributor?
iv. Is delivery speed important?
v. Is product used for mission critical service(s)?
At the end of each section (where possible/sensible) make a Benefit Statement (that you might say to a customer when selling), based upon the facts of the section.
Review the Sales Plan Instructions document carefully; also review the Sales Plan Overview that outlines the week-by-week drafts that you & your group will complete & submit.
Consider the four companies provided, you will select one (as a group):
• DJI Drones - The popularity & use of drones today is growing & expanding into new markets & new applications. You'll sell DJI Drones...a Chinese firm competing with many international firms for market share in the US. You will be handling a three state region, selling to commercial, industrial, governmental, consumer & other markets. Regulatory issues abound, as this market takes off!
• AIMS Power - A privately held company that manufactures solar panels, sold through retail channels, to various contractors for projects & other market channels. Solar panels are a part of "energy efficiency" & "green" power conservation. The Department of Energy & the local utility companies may play a big part in your sales plan. This makes for an interesting company to represent, now that you have joined AIMS as the new regional sales manager.
• Taylor Guitar Company - One of the leading guitar companies producing high quality instruments to beginners &rock stars; to schools & other institutions; on a direct basis, through distributors & specialty music stores. What's not to like about Taylor guitars?
• Trek Bicycles - Most everyone enjoys bicycling...kids to seniors. You'll be selling Trek products through retail channels, specialty bike shops, direct to professional & amateur (competitive) teams, as the newly hired regional sales manager. Should be a great learning experience, fun...a great ride!
Read the weekly draft instructions & the accompanying rubrics against which your draft will be measured. Refer to the Sales Plan Outline in the Sales Plan Assignment Instructions area of Blackboard, which provides detailed instructions for each draft.
While a group project...you will plan as if you are an individual who has just joined the company of your choice...your work is largely in 1st person...you are "Trek," as it were.
Everyone makes material contribution, or they are marked "did not contribute" on the Activity Table that accompanies each draft. In this case, a student will not enjoy point credit that others in the group have earned.
Format your assignment according to the following formatting requirements:
1. The answer should be typed, double spaced, using Times New Roman font (size 12), with one-inch margins on all sides.
2. The response also include a cover page containing the title of the assignment, the student's name, the course title, and the date. The cover page is not included in the required page length.
3. Also Include a reference page. The Citations and references should follow APA format. The reference page is not included in the required page length.
Attachment:- Trek-Bikes-US-Market.rar