Executive Summary Template Page 55
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58At the last sales meeting a workshops was run to find out what was happening at the grassroots level. Most
representatives were pleased with the product, but were annoyed that sales efforts were affected by stock
shortages. They indicated that they needed to have more detailed information and product specs on
competitive products. It was agreed that a quality sales presenter would be developed followed by a
brochure which would be specifically targeted at each major segment.
Communication
WHAT IS COMMUNICATION LIKE IN YOUR COMPANY?
How have you in the past, and how will you in the future, clearly communicate to your sales force all
elements of your promotional campaign?
(There is nothing more frustrating than an organisation where people neglect to talk to each other).
There are a number of communication issues that will be addressed at the sales conference.
Sales Force Checklist
PROMOTIONAL CHECKLIST FOR THE SALES FORCE.
This checklist should include sales commission, sales training, sales material, a comprehensive sales guide,
database and anything else that may be required by the sales team to achieve expected sales.
Promotional checklist for Sales Force
Sales Commission
Sales Conference
Implement a commission structure.
Clearly communicate the sales policies and
next
conduct customer service training courses
at the
next conference
Sales Force Structure
Sales Material
Develop sales material to show the benefits
of the
product to the customer.
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