Operational sales planning report

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.

4 Control.

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

support person.

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.

Skills: Report Writing

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