Sales Strategy

1. Sales Strategy • Plan Activity • Set Financial Targets • Set Order Targets • Nurture 20/80 Customers (KAM) • Set Number of New Customers

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

3. Promotion Support Activity • Database Management • Pricing Policy • Research • Branding • Other Activity (trade show etc)

4. Plan Activity £ target Order target Customer target New Customer target

5. Territory Shape of Sales team Shape of Sales support Other activity Pricing Policy

6. 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

7. 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

8. A - Attention I - Interest D - Desire A - Action Q & A