Task 1: An operational sales plan
Write a two to three thousand word operational sales plan for your sales & marketing director,
including any graphs, charts, diagrams, models, appendices as appropriate.
Your plan will need to take into account:
1 Organisational Goals and Objectives
The organisation’s business and marketing strategies and how these will inform
your operational sales plan
2 Sales Objectives and Targets.
You have been asked to provide sales forecasts for the new product using
historical data plus a range of sales forecasting techniques. Once you have
completed your forecasting, you will need to set relevant sales objectives and
targets (with reasoning) and develop a time plan for the establishment of these.
3 Operational Planning.
You are now at the stage where you will decide how you will be executing the
strategy ie putting together the operational sales plan eg what activities will you
deliver to achieve the forecasts (objectives and targets), also how will you specify
and allocate sales territories.
In the final part of your plan, you will need to explain how the plan will be monitored
and controlled using key performance indicators. You will be expected to identify
any variances that might occur once the plan is implemented. Also, what
contingency plans will you put into place to address these variances and what
about unforeseen variances.
Task 2: Preparation of a presentation to directors
Your operational sales plan has identified a need for some extra resources if you are going to
achieve the organisation’s objectives and targets. To provide the right amount of sales
coverage, you will have to employ one more field sales person and also an ‘in house’ sales
Prepare a brief presentation to make your case to the directors. This presentation could either
take the form of power-point slides with notes, or simply a set of notes. You will need to show
evidence - figures, graphs etc. to prove your point (you don’t need to present it, just prepare it).
Task 3: A brief report for the sales & marketing director
There will be stakeholders within the business, including the sales team who will be vital in the
successful implementation of your sales plan. Consequently, your sales and marketing director
has asked you to write a brief report explaining;
a) How you are going to communicate your plan to them
b) How you will define the individual sales roles and targets to ensure the objectives are achieved.