The team includes 22 employees under a president and

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Unformatted text preview: 1. We need to sell the company, not the product. We sell AMT, not Apple, IBM, HewlettPackard, or Compaq, or any of our software brand names. 2. We have to sell our service and support. The hardware is like the razor, and the support, service, software services, training, and seminars are the razor blades. We need to serve our customers with what they really need. 3. The Yearly Total Sales chart summarizes our ambitious sales forecast. We expect sales to increase from $5.3 million last year to more than $7 million next year and $9 million in the last year of this plan. SALES BY Page 13 YEAR HURDLE: THE BOOK SP2.16 ON BUSINESS PLANNING 5.5.1 Sales Forecast The important elements of the sales forecast are shown in the Total Sales by Month in Year 1 table. The non-hardware sales increase to about $2 million total in the third year. Sales Forecast Unit Sales Systems Service Software Training Other Total Unit Sales Year 1 2,255 3,128 3,980 2,230 2,122 13,715 Year 2 2,500 6,000 5,000 4,000 2,500 20,000 Year 3 2,800 7,500 6,500 8,000 3,000 27,800 Unit Prices Systems Service Software Training Other Year 1 $1,980.80 $68.47 $212.86 $46.58 $394.21 Year 2 $1,984.50 $84 $195 $72 $300 Year 3 $1,980.80 $87 $180 $79 $394 Sales Systems Service Software Training Other Total Sales Year 1 $4,466,708 $214,159 $847,183 $103,865 $836,520 $6,468,434 Year 2 $4,961,240 $504,000 $975,000 $288,000 $750,000 $7,478,240 Year 3 $5,546,245 $652,500 $1,170,000 $632,000 $1,182,639 $9,183,384 Year 1 $1,700.00 $58.08 $120.00 $11.10 $90.00 Year 2 $1,686.82 $33.60 $117.00 $21.60 $90.00 Year 3 $1,683.68 $34.80 $108.00 $23.70 $118.26 Year 1 $3,833,500 $181,680 $477,600 $24,753 $190,980 $4,708,513 Year 2 $4,217,054 $201,600 $585,000 $86,400 $225,000 $5,315,054 Year 3 $4,714,308 $261,000 $702,000 $189,600 $354,792 $6,221,700 Direct Unit Costs Systems Service Software Training Other Direct Cost of Sales Systems Service Software Training Other Subtotal Direct Cost of Sales Page 14 SAMPLE PLAN: AMT, INC. SP2.17 YEAR 1 SALES BY MONTH 5.5.2 Sales Programs 1. Direct mail: Use great detail to describe your company’s programs here. 2. Seminars: Use great detail to...
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This note was uploaded on 01/26/2014 for the course BUINESS 102 taught by Professor Unknown during the Winter '09 term at University of Phoenix.

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