ESSAY STRATEGIC SALES PLANNING.
ESSAY
Strategic Sales
Planning
H UGO JORGE B ARBOSA FERREIRA
30 NOVEMBER 2012
CONTENT
Introduction
The importance and rationale
1
2/3
for a strategic sales plan
The challenges faced developing
4/7
the strategic sales plan
The Key content required and
8/11
its purpose and other reflections
Conclusion
12/13
References
14
INTRODUCTION
Given the Teacher’s proposal, Kevin O’Brian and Mika Gabrielsson, in the ambit of the lecture Strategic Sales Management, it was proposed to make an essay about a strategic sales plan.
So in this work I will approach what is basically a strategic sales plan, what is it’s real importance and why do we do it, the challenges that we face developing it, who should get involved in the creation of the plan his benefits and disadvantages.
Nowadays, with less product differentiation and higher pressures customers and competition, the sales job becomes increasingly difficult and complex. Regardless of size and branch of business activity, you must be more professional and creative to have the preference of buyers. One of the important, especially in business who work in retail, is the attention to the team
Sales and customer service plan systematically and permanently contributes to the success of sales and your business as it allows you to develop instruments for monitoring established goals and quotas.
It is important to realize that the sales function has a key role to entrepreneur, as it is the calling card company. The owner must always ask: How is my sales team, it was well planned? All are working for customer satisfaction?
Develop a sales plan then has the objective to guide the set strategies, plan and manage a competent sales and present techniques to provide a personalized and effective service to its clients, helping them to achieve the marketing goals.
Planning and managing your sales, your company will have great opportunities in the market. 1
Strategic Sales
Planning
H UGO JORGE B ARBOSA FERREIRA
30 NOVEMBER 2012
CONTENT
Introduction
The importance and rationale
1
2/3
for a strategic sales plan
The challenges faced developing
4/7
the strategic sales plan
The Key content required and
8/11
its purpose and other reflections
Conclusion
12/13
References
14
INTRODUCTION
Given the Teacher’s proposal, Kevin O’Brian and Mika Gabrielsson, in the ambit of the lecture Strategic Sales Management, it was proposed to make an essay about a strategic sales plan.
So in this work I will approach what is basically a strategic sales plan, what is it’s real importance and why do we do it, the challenges that we face developing it, who should get involved in the creation of the plan his benefits and disadvantages.
Nowadays, with less product differentiation and higher pressures customers and competition, the sales job becomes increasingly difficult and complex. Regardless of size and branch of business activity, you must be more professional and creative to have the preference of buyers. One of the important, especially in business who work in retail, is the attention to the team
Sales and customer service plan systematically and permanently contributes to the success of sales and your business as it allows you to develop instruments for monitoring established goals and quotas.
It is important to realize that the sales function has a key role to entrepreneur, as it is the calling card company. The owner must always ask: How is my sales team, it was well planned? All are working for customer satisfaction?
Develop a sales plan then has the objective to guide the set strategies, plan and manage a competent sales and present techniques to provide a personalized and effective service to its clients, helping them to achieve the marketing goals.
Planning and managing your sales, your company will have great opportunities in the market. 1
References: Rogers, B (2007) McDonald ,M and Woodburn ,D(2011) Key Account Management- A