Marketing and Sales Plan

Your marketing and sales plan explains how you plan to reach your targeted customers and how you will effectively market your product or service to those customers. For example, the marketing plan specifies the types of advertising that you will use and the timing of those advertisements. In essence, the marketing plan takes the marketing strategy that you developed to a tactical level. It sets forth the specific steps you will take to sell your product or service and provides a timetable for those actions to occur.

For example, how will you advertise your business? If you decide on radio ads, which stations will you choose and at what times of day? Can you afford enough repetitions of the ad to make it memorable? How will you assess whether you're getting your money's worth from the radio spots?

The marketing and sales plan usually includes a calendar that ties marketing and sales activities to specific operational events. For example, an advertising campaign may begin some months before a new product is ready to be sold. As the date of the new product introduction approaches, the ad campaign would be stepped up. Once the new product hits the market, additional advertising is used to support specific sales objectives.

Sales plans. An integral component of any business plan is a strategy for getting your product or service to your targeted customers. There are many ways to reach your customers. One challenge that you face in developing your business plan is selecting the sales channel that is most effective. For instance, if you're in a business where you provide services personally, your participation in the sales process can be extensive.

Many good home improvement contractors make all their sales pitches in person, and they count on referrals from satisfied customers to generate new sales prospects. It would be difficult to rely on a separate sales organization when the essence of the job includes creating estimates and selling the prospective customer on your ability to deliver what the customer wants.

In contrast, if your business deals in the sale and production of large quantities of product with little associated service, then you face a different challenge. Customers may not know or care who you are.

A coffee distributor roasts and grinds coffee for resale to a number of local convenience stores. The stores brew and sell the coffee by the cup. The people who buy and drink the coffee are the end users of the product. But the convenience stores are the target market for the distributor's product. The sales plan must address how to reach them, as intermediaries between the producer and the end user.

Planning for selling is, therefore, based on the particular mix of goods and services that you plan to offer and on the way you intend to reach potential customers. If you are going to have a sales force of some kind, be sure you know what you will expect them to do. When making hiring decisions, do your best to find people who can do what you want. If you will be the entire sales force, try to quantify the activities and time involved.

For example, a remodeling contractor won't spend all of the time actually working on houses. In addition to the back office tasks, the contractor will also spend time meeting with potential customers, discussing the job, preparing and submitting bids or estimates, etc. These are vital sales activities and are essential to keeping work lined up.