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tag 0 Download 10 Pages / 2,472 Words tag 18-09-2020
  • Course Code: BM6614
  • University: Purdue University
    icon is not sponsored or endorsed by this college or university

  • Country: United States


1.Short resume of the market opportunity.

2.Sales objectives within a specified timescale (3 months, 6 months, 12 months etc.). You need to communicate target revenue, margin, % market share etc.

3.Sales environment - B2B – focussing on small / medium independent retailers where the buying centre is located within the KT postal code area.

4.Target segments and prioritisation?

5.How many target customers within each segment?

6.DMP & DMU for each targeted customer

7.Geographical concentration/spread?

8.Justify the number of sales cycles required?

9.How many sales visits per customer, per company with rationale to secure a purchase commitment?

10.Time interval between visits with justification?

11.Thinking of the selling process and potential customer attitudes describe the sales objective per call for each customer per company in each sales cycle.  

12.How many representatives needed to cover geography/visits/timescale?

13.Will they require additional training – with justification?

14.How will they be recruited and what will the recruitment process entail– please justify rationale?

15.Cost of sales representatives (cost at a salary of £50k each plus on costs of 50% to include cars etc.).

16.Specify other channels of local communication & local promotion required.

17.What promotional tools will be required to support the sales call and how much will it cost?

18.Approximate the budget required to fund each channel of communication & promotion?

19.Specify what selling price you will adopt in your plan.


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Total 10 pages

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