SRM Project Plan for a Professional Business Sales Situation

Details to Include

This manual must be prepared for a professional, complex product or service, business to business sales situation.  It can be written around a product or service that you feature in one of your sales presentations or a company you worked or currently work for wherein you have contacts within.

Choose a company and approach them letting them know what you are doing, the value this document may bring to their company and internal processes, and finally ask if they would be available to answer some questions. 

?This project should be completed in teams of 2-3. 

?The SRM Project Plan provides me with an opportunity to review your proposed SRM company and provide feedback before starting on the project

?The SRM should follow the format provided in this document

?Maximum number of pages – 30 including everything

The process of collating all the information will be beneficial to you - first as a means of re-enforcing classroom concepts and secondly to better understand the sales process for a real company.  Work on this manual should begin early in the term and should become part of your weekly work assignment.  

SECTION

DETAILS TO INCLUDE                                              

1.Company: ?Brief description of the company

?History - how long in business 

?Organization – what differentiates this company and their product in the marketplace, competitive advantage

?General information to provide a context for the size of the company ie: number of locations, number of employees, any financial information, projected growth, credit policy if relevant and company values. 

2.Product: ?Describe what product or service (line) the SRM will be focusing on.  Include a brief history on the product ie; how has it evolved.

?Provide three primary features and the associated benefits (see Tables 6.2 and 6.3 on Features and Benefits) 

?What is their pricing strategy, discounts offered?

?Explain distribution channels for this product

3.Target Market: ?Using B2B segmenting variables, provide a profile of ideal B2B customers.  If more than one ideal group/segment, explain.

?Customer Buying Process – briefly explain what needs the product fulfils for the customer 

?Customer Journey Map: outline typical path or steps (from initial contact to becoming a loyal customer) a prospect would follow when looking for a new supplier like your company. 

?Include what staff are involved (touch points) guiding prospect through this process.  

?Use a flowchart to visually show this path and provide explanations where helpful.

?Explain everyone within the organization that may be involved in the decision to purchase your product or service.

?See Ch 8 (Buying Process and Buyer Behaviour)