Develop a sales plan.pdf - Business Accounting and Finance...

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Chapter 18 / Exercise 3
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Business, Accounting and Finance BSBSLS501 - Develop a sales plan Learner Materials and Assessment Tasks
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Chapter 18 / Exercise 3
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1 | P a g e
2 | P a g e Table of Contents About BSBSLS501 Develop a sales plan ................................................................................................. 4 Sales Planning ......................................................................................................................................... 8 Activity 1 ................................................................................................................................................. 9 Obtain and analyse assessment of market needs and strategic planning documents ...................... 10 Activity 2 ............................................................................................................................................... 22 Review previous sales performance and successful approaches to identify factors affecting performance ......................................................................................................................................... 24 Activity 3 ............................................................................................................................................... 30 Analyse information on market needs, new opportunities, customer profiles and requirements as a basis for decision making .................................................................................................................. 31 Determine practical and achievable sales targets .............................................................................. 34 Establish realistic time lines for achieving targets .............................................................................. 37 Activity 4 ............................................................................................................................................... 38 Determine measures to allow for monitoring of performance .......................................................... 40 Activity 5 ............................................................................................................................................... 48 Ensure objectives of the sales plan and style of the campaign are consistent with organisational strategic objectives and corporate image ........................................................................................... 49 Determine approaches to be used to meet sales objectives .............................................................. 50 Activity 6 ............................................................................................................................................... 53 Identify additional expertise requirements and allocate budgetary resources accordingly ............. 54 Identify risks and develop risk controls ............................................................................................... 60 Activity 7 ............................................................................................................................................... 63 Develop advertising and promotional strategy for product ............................................................... 64 Activity 8 ............................................................................................................................................... 75 Identify appropriate distribution channels for product ...................................................................... 77 Activity 9 ............................................................................................................................................... 84 Prepare a budget for the sales plan ..................................................................................................... 86 Present documented sales plan to appropriate personnel for approval ........................................... 88 Identify and acquire staff resources to implement sales plan ........................................................... 89 Activity 10 ............................................................................................................................................. 95 Develop an appropriate selling approach ........................................................................................... 97 Train staff in the selling approach selected ....................................................................................... 104 Activity 11 ........................................................................................................................................... 107 Develop and assess staff knowledge of product to be sold .............................................................. 108
3 | P a g e Monitor implementation of the sales plan ....................................................................................... 110 Activity 12 ........................................................................................................................................... 115 Record data measuring performance versus sales targets ............................................................... 116 Activity 13 ........................................................................................................................................... 124 Make adjustments to sales plan as required to ensure required results are obtained .................. 126 Activity 14 ........................................................................................................................................... 128 Assessment…………………………………………………………………………………………………………………………………… 129
4 | P a g e About BSBSLS501 Develop a sales plan Application This unit describes the skills and knowledge required to develop a sales plan for a product or service for a team covering a specified sales territory based on strategic objectives and in accordance with established performance targets. It applies to individuals working in a supervisory or managerial sales role who develop a sales plan for a product or service. No licensing, legislative or certification requirements apply to this unit at the time of publication Unit Sector Business Development Sales Elements and Performance Criteria ELEMENT PERFORMANCE CRITERIA Elements describe the essential outcomes. Performance criteria describe the performance needed to demonstrate achievement of the element.

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