BUS $202-$ ASSIGNMENT II$-20\%$

Preparing a Sales Plan

Due July $09,11$:$59$ PM

It is a group assignment $($Group of $2$ students$)$

$1.$ Set objectives

$2.$ Identify resources

$3.$ Produce a plan

$4.$ Implement plan

$5.$ Review results and amend the plan

Objectives need to be SMART

$$ Specific

$$ Measurable

$$ Agreed

$$ Realistic

$$ Time$-$bound

A simple example could be the objective to sell $$100,000$ worth of Product X in the twelve months commencing $1$ April. Other objectives could relate to market share, market penetration, the proportion of turnover in relation to key accounts, sales activity levels, profitability targets etc.

Resources need to be included in the sales plan, as it may be necessary to recruit or bring in additional resources for particular targets to be met. Also production capacity will need to be taken into consideration. The plan itself needs to be flexible and to take into account any likely changes in the market, unforeseen factors $($such as staff turnover and recruitment$)$ that reoccur and any other external factors that could affect achievement of the overall objectives.

Once the plan begins to be implemented it needs to be reviewed on a regular basis and changes made to the original plan as circumstances dictate. Remember, sales plans

cannot be written in stone and need to be flexible enough to deal with those unforeseen circumstances that affect all businesses.

A typical sales plan should include the following sections:

Sales Objectives Short, medium, and long$-$term objectives that relate to the objectives of the overall business.

Resources should include details of key players in the team, sales budgets, equipment etc.

Market Analysis A review of the market that looks at the market now and in the future. This can include an analysis of competitor activity and an analysis of existing Accounts.

Product Range The range of products or services available for sale, new products to be introduced, and old products to be discontinued. The likely ratio of volumes of each product that is expected to be sold.

Activity Analysis Review of targeted activity levels by salesperson and by$-$product. Statement of Key Ratios and average lead times.

Training Plan A training needs analysis of the individual$/$team that relates directly to objectives.

Resources Requirements Cost Benefits analysis of resources, manpower, equipment, finance, etc., required to achieve sales objectives.

Analysis of sales strategy The methods by which sales objectives will be achieved. Sales plan. Example: ABC Printing limited

FORMAT SPECIFICATIONS & SUBMISSION

Review, revise, and edit your work. Save your Assignment as either a Microsoft Word document or PDF that includes the following specifications:

$$ Title page $($assignment title, course code, your name, student ID$,$ assignment due date$)$

$1\mathrm{.}5$ line spaced & $12-$point Times New Roman$/$Arial font text

$$ Alignment$-$ Justified

$$ page numbers

$$ Reference page and properly cited in$-$text citations that adhere to APA reference formats.