SALES PLAN ASSIGNMENT INSTRUCTIONS OVERVIEW You will complete a Sales Plan throughout the modules of this course, submitting progress drafts at the end of the assigned Module: Week. Your threestate Midwest United States sales territory is your focus. You will leam your products and discover existing accounts, new target customers, and the competing product lines sold in the same territory. You are the newly hired Regional Sales Manager, earning a sixgure income and enjoying an expense budget that allows you to entertain customers and their guests. It's a great job! But, rst, you must get to know your territory, your company, products, expectations, and how to deliver the results expected of you. INSTRUCTIONS Review these instructions and the Sales Plan Overview carefully. They provide additional details and outline the week-by-week drafts that you will complete and submit. Prepare four sequential drafts of a Sales Plan for one of the four company choices provided below. Below are the topics that are to be detailed, as they apply, to each numerically marked draft. It is recommended that you begin your work early in the weeks between drafts. Each company goes to market differently, whether selling through dealers, distributors, manufacturer's reps, or direct. There may be house accounts managed by other sales managers in your company, although you may have responsibility for locally servicing those accounts. Large cities in your territory are likely to be the primary focus areas, although sales growth may come from developing new accounts and customers in outlying, rural areas. Your job is to achieve annual sales goals as you grow the business and serve your customers. A minimum of three Feature and Benets statements must be included in each draft. Place created statement(s) in the Sales plan draft document. For example: Blue font. (Like this): 0 Fact / Feature - Feature: Streaming video enjoys an increase in popularity, while DVD rentals are decreasing. - Benet Statement: (Feature) We oer you the choice of DVD rental, purchase, streaming and cloud storage of your purchases... (Benet) which means that you have many more ways to watch videos than any other video service. (Trial Close) May I Sign you up? Your work is largely in 1St person. . .you are \"Trek,\" as the newly hired Regional Sales Manager Trek Bicycles Most everyone enjoys bicycling.- kids to seniors. You'll be selling Trek products through retail channels, specialty bike shops, direct to professional and amateur (competitive) teams, as the newly hired regional sales manager. It should be a great learning experience, fun - a great ride! Overview You got the sales job, congratulations! Page 4 of 10 BUSI 431 Competitive and recreational biking has steadily grown in the US over the past 20 years, as millions of bikers take to the roads or trails every day for exercise...and personal enjoyment. Cyclists range from avid racer to stay---at---home Moms, enjoying the healthy activity that .ffmeBUSI 431 Competitive and recreational biking has steadily grown in the US over the past 20 years, as millions of bikers take to the roads or trails every day for exercise...and personal enjoyment. Cyclists range from avid racer to stay---at---home Moms, enjoying the healthy activity that brings a cool wind to their face, rewarding the effort! Trek faces stiff competition from legacy brand bicycle companies and the economy-priced knock---offs, both enjoying considerable market share. Trek grew sales in the US market by 25% in 2020. You have been hired to expand the sale of Trek bicycles and associated equipment in the Missouri & Illinois markets. Trek has hired you to market and sell their musical instruments, including associated accessories, into the Missouri, Indiana & Illinois markets. The Sales Plan will be prepared as if you are a sales manager hired for this newly created position. 0 Your annual sales goal is $1M per state. 0 Your annual sales operating budget is $24,000. 0 Advertising, Promotion, Trade Shows, etc., directed by corporate. 0 You have a sample account that is charged to a corporate account. Instructions You will research the company, products, core competencies, competition, channels to market, potential end-users, allied products that may be required. Please round all numbers and select an operating period as a scal year X (e.g., July 1, 2017 June 30, 2018). Make assumptions, Where needed, and clearly explain them. You will follow the Sales Plan Outline provided in the Sales Plan Instruction area. You must gain instructor approval for signicant deviations. Good selling! Instructions You will research the company, products, core competencies, competition, channels to market, potential end-users, allied products that may be required. Please round all numbers and select an operating period as a scal year X (e.g., July 1, 2017 June 30, 2018). Make assumptions, where needed, and clearly explain them. You will follow the Sales Plan Outline provided in the Sales Plan Instruction area. You must gain instructor approval for signicant deviations. Good selling! Sales Plan: Company and Market(s) Assignment: 0 PROJECT Company 0 Public or privately traded History Financial Overview (past 3 years) as an addendum Annual sales (summary here, detail in addendum) Growth, Mature or Decline Stage 0 O O O O No. Of Employees 0 Principle locations 0 Core Competencies o SWOT Analysis 0 Markets or Industries served 0 Industry/Markets 0 General overview o Size/scope (specics) Page 5 of 10 BUSI 431 0 Trends 0 Primary players 0 Associations Sales Plan: Your Company and Your Customers Assignment: 0 Customergs) Focus What do they do? Does this rm serve customers? Size and scope (e.g.: national, regional, local) Why do they purchase PROJECT COMPANY products/services? What do the products do for customer(s)? Quantity of customers in assigned territory. How important are PROJECT COMPANY products to customers? Who are the buying decision makers? Who are the inuencers? O O O O O O 0 Is purchasing centralized or decentralized? Does customer inventory product? 0 O O O 0 Project based purchases? 0 Sales Plan Organization 0 Where is headquarters? Are there eld-based ofces? Is sale territorially based? Describe and quantify sales organization. Direct sales or indirect sales (or both)? 0 O O O 0 House or key accounts? 0 Sales Plan Organization 0 Where is headquarters? Are there eld-based ofces? Is sale territorially based? Describe and quantify sales organization. Direct sales or indirect sales (or both)? House or key accounts? 0 O O O O 0 Inside sales interact with outside sales? Are there distribution centers? Indirect Sales I Are there distributors involved? I Who, size: detail. 0 O I Manufacturer's Reps involved? I Stocking distributors? I Degree of reliance upon company? Page 6 of 10 I Distributor Sales Force (detail) I Value proposition. 0 Is local service and support involved? I Company owned? I Independent service company involved (VAR)? I Is service and support provided by distributor? I Is delivery speed important? I Is product used for mission critical service(s)? 0 Competitive Analysis complete and submit Competitive (XLS) Table with draft Sales Plan: Value Proposition and Product Benets Assignment: I Value proposition 0 Specically, what does PROJECT COMPANY do best? 0 Why customers purchase from PROJECT COMPANY? Do customers purchase om competitors, also? Is their price sensitivity? 0 O 0 Market share or dominant rm(s)? 0 Products guse F and B Analysis Table! Product Overview Product Groups (or families) Manufactured or contract manufactured? Detail. Commodity or specialty products? Custom built or \"off the shelf\" products? Organize products into product groups Markets Addressed Product Descriptions 0 O O O O O O O Sales Plan: Value Proposition and Product Benefits Assignment: . Value proposition o Specifically, what does PROJECT COMPANY do best? o Why customers purchase from PROJECT COMPANY? o Do customers purchase from competitors, also? o Is their price sensitivity? o Market share or dominant firm(s)? . Products (use F and B Analysis Table) o Product Overview o Product Groups (or families) o Manufactured or contract manufactured? Detail. o Commodity or specialty products? o Custom built or "off the shelf"' products? o Organize products into product groups o Markets Addressed o Product Descriptions o Approximate price range o Specific product advantages o Prepare "features and benefits" table for at least one product (table) Sales Role Analysis o Job Description (specific) o Expectations/Timing o Describe products to sell Page 7 of 10BUSI 431 0 Detail geography (territory) to manage o Addressable markets 0 Historical proposals and sales reports I Working proposals (aging, time sensitive) I Known competitive accounts - Competitive Analysis complete and submit Competitive (XLS) Table with dra Assigned Accounts (Add On Sales) National Accounts Market prospects Exceptions (no call) Report to: (sales org chart) 0 O O O O I Reports to I Location I Other reports I Time with PROJECT COMPANY 0 Training provided Sales Plan: The Complete Sales Plan Assignment: 0 Sales and Marketing Resources 0 Advertising and Promotion I Local National Promotion I Website Effectiveness I Social Media Presence Webinar Selling Tools Customer (leave with) demo's Samples Product comparison document(s) O O O O 0 Business Case Tools I ROI Calculators I Break Even Calculators I Total Cost of Ownership (TCO) models 0 Testimonials 0 Professional Proposal Documents 0 Sales Cycle 0 Prospecting process? Proposal process? Are customer budgets involved? Considering the competition? Delivery sensitivity? Proposal-to-close timing? Numbers game: describe. Calls per day, week, month (detail) Average sale $ value Product Mix (other products to sell)? 0 O O O 0 0 0 0 O 0 Company resources (engineering, inside sales, etc.) Note: Your assignment will be checked for originality via the Turnitin plagiarism tool. Sales Plan: The Complete Sales Plan Assignment: . Sales and Marketing Resources o Advertising and Promotion Local - National Promotion Website Effectiveness Social Media Presence o Industry Associations o Trade Shows and Conferences o Collaboration with Inside Sales o Customer Relations Management (CRM) . Sales Tools o Specification and product literature o DVD, CD or Website demonstration o Demonstration kits o PowerPoint Tools Page 8 of 10