Develop a Sales Plan

Assessment Task 1- Report

Executive Summary: I am worked on the organization named Kraft Foods Australia

in this task which is food and beverage company. KRAFT is a brand that has graced the
shelves of Australian grocery stores for more than 90 years. Two thirds of our homes
include one or more of their products. Yet, despite it being one of the world’s biggest
brands worth $12 billion globally according to Forbes.
The brand first arrived in Australia in 1926, and the name ‘Kraft’ has adorned everything
from Mac & Cheese to Vegemite. But despite it being worth more than Nestle or
Kellogs, it’s now headed to the brand bin. While the products themselves will remain,
the Kraft name is being sidelined. Kraft Foods is the largest packaged foods company in
North America and the second largest in the world. The mission of Kraft Foods is to
“make today delicious” or “make a delicious difference” in the company, as well as in
the community and the world (Kraft Foods, Inc., 2012).

Introduction: Kraft Foods Australia is a subsidiary of Kraft Foods, the second largest
branded food and beverage company in the world. Established in 1926, Kraft Australia
is headquartered in Melbourne and has sales revenue of over A$650 million. The
company’s flagship brand—Vegemite—has long been considered an Australian national
icon. For all the diversity in the worldwide consumer products market, the most
successful companies tend to have an important thing in common. They focus on
continually improving the business functions that are critical to the consumer products
business model, from maintaining vibrant and market-driven product development to
having efficient manufacturing and a lean and flexible supply chain. Even more
fundamental to consumer-products success, however, is the strength of the
relationships companies form with their customers.

The company was restructured in 2012 as a spin off from Kraft Foods Inc., which in turn
was renamed Mondelez International.

Discussion and analysis:

1. What information should be obtained to help inform sales approach and
establish market needs for Kraft Foods Australia.

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 With Australian socioeconomics changing, Kraft Australia saw the need to change
its long-term marking effort for its much cherished Vegemite item. To hit the nail on
the head, Kraft required a more profound and increasingly savvy perspective on how
customers saw and utilized Vegemite that it could depend on to tailor its marking
message.
Kraft Foods pays an incredible significance to innovative work (R&D). The R&D is
rising a seemingly endless amount of time after year and came to in FY2009 a cost
of $499 million. Furthermore the organization has around 2400 nourishment
researchers, physicists and designers. In this manner R&D supports to keep up a
solid market position.

2. What land of evidence is required to give you opportunity to review previous

sales performance and successful approaches that have impacted the sales
performance at Kraft Foods Australia?

In a run of the mill firm with 100-500 representatives, a normal of 7 individuals are
engaged with most purchasing choices.

It's uncommon you'll end up worried about only one potential purchaser in the business
procedure. Indeed, even in moderately straightforward exchanges with littler firms, you'll
likely go over various individuals assuming diverse basic leadership jobs.

3. Analyze information on market segmentation, actions that could be taken to

identify new opportunities, sources of information to understand customer
profile and customer attributes that could help sales plan at Kraft Foods
Australia.

 It is critical that you first determine or clearly identify your primary market. Your
energies and funds then can be spent more efficiently.
 Create a new product that is targeted specifically to millennial moms and their
children. This is a individualized approach to attract the target market.●Rebrand Kraft
Singles in a new advertising campaign to recapture the interest of millennial moms,
(whom may have used or are familiar with the product since their childhood).
 If you don’t know who your customers are, how will you be able to assess whether
you are meeting their needs? Since success depends on your being able to meet
customers’ needs and desires, you must know who your customers are, what they
want, where they live and what they can afford.
 We’ve all heard a business owner say, "My product is terrific! It appeals to everyone."
Many of us have also seen small businesses that try to be all things to all people. This
is a difficult, if not impossible, bridge to cross.

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  Targeting your market is simply defining who your primary customer will be. The
market should be measurable, sufficiently large and reachable.

4. What actions may be required to set practical and achievable sales target for
Kraft Foods Australia?
 Ability to increase sales and customer loyalty through more targeted advertising campaigns.
 To identify market opportunities at a very early stage — Ability to detect—and
respond to—threats.
 To increase sales and customer loyalty through more targeted brand advertising
campaigns.
 Change the branding campaign based on how the consumers view and used Vegemite
 Identify market opportunities at a very early stage
 To Kraft’s brands and corporate reputation.

5. Discuss factors that may influence the setting of time lines for achieving
sales targets for Kraft For Australia

1. Your Understanding Of Your Target Market: Every marketing strategy has a

target market that you want to reach.

2. Communicating The Value To Your Customers: The most impressive

marketing strategies in the world won’t work unless you communicate the value of
your product or service to your customers.

3. Watching The Data: In these days of Google Analytics, a free marketing data
tool, there’s no excuse for not keeping a close eye on the data.

4. Focus: The best companies out there focus on helping customers, not on making
money.

5. Passion: Never underestimate the power of passion in any business venture.

6. What sales based measures could be used to monitor performance at Kraft

Foods Australia?

 Sales time: A successful sales team spends less time on repetitive support
tasks and more time on actual selling. After all, this is what they do best,
right?

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  Lead Response Time: The sales metric Lead Response Time is the average time
it takes for a sales rep to follow-up with a lead after self-identifying as a lead
(submitting a form, downloading an ebook, etc.). This is more meaningful if you
calculate the average time it takes to follow-up on a lead segmented by lead
source since the warmer a lead is the more important it is to follow-up quickly. 

 Use of Marketing Materials: Printed marketing materials are a highly effective

way to promote your business to customers, clients, business partners and
potential investors. Examples: brochures, flyers, postcards, business cards,
menus, sales sheets, etc.

7. Discuss whether the sales plan and organizational objectives are consistent
at Kraft Foods Australia?

Kraft foods takes techniques is considering enterprises goals and mission stead" with
company goals. business enterprise goals are assertion of tasks that gives the route to
complete these tasks. Kraft foods makes use of sales techniques for boosting customer
loyalty developing earnings amounts enables to shorten earnings cycles and helps
to compete with opposition.

8. Describe the approaches used by Kraft Foods Australia in order to meet its
sales objectives.

As indicated by an article of News Bites US Markets, 2010: 'The brands of the

Company range five purchaser divisions: snacks, refreshments, cheddar, basic food
item and advantageous dinners' . As per Kraft's Web website, the firm looks to turn
into an immense snacks powerhouse and unparalleled arrangement of brands
individuals love, eat and purchase. As exhorted by F. David, Kraft concentrates its
technique on the correlative nature the organization's portfolio which should lead the
brand's development: Delight worldwide snacks shoppers. The world's Consumers
are searching for in a hurry choices since they are consistently in late for something
in work or just life. They're likewise searching for basic guilty pleasures and more
beneficial choices, which is a Catch 22 since individuals don't have the opportunity
to cook in a sound way however they must be solid for the work and thin in the every
day life.
9. What expertise may be required during the sales planning process at Kraft
Foods Australia?

1. Discover clients

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 • Research your potential client base.

• Identify your strategies for finding new clients in your deals and promoting plans.

• Gather data about your clients' needs, for example,

o what rouses them to purchase

o how they like to shop

o what they spend their discretionary cash flow on.

2. Plan your methodology

• Review data you have assembled about your clients and their needs.

• Consider what items you have that address their issues.

• Plan to speak with believability.

• Be clear about your motivation. It is safe to say that you are reaching to pass on
data, orchestrate an opportunity to meet or hand over your business card?

3. Reach

• Approach your planned client such that solaces them and assembles their trust
in you. Utilize benevolent and respectful non-verbal communication, outward
appearances and habits.

• Use a story or important reality to set up their advantage. For instance, depict an
ongoing client who got the sort of advantages they are searching for.

10. What are the risk when developing sales plan and what contingency
measures can be developed at Kraft Foods Australia?

You can prepare for the worst in the best way possible if you know about any
possible unpredictable events. You can protect your enterprise from a number of
harmful and risky scenarios through efficient and preemptive planning. For instance,
there is a possibility that the data backup you keep on your premises may be lost in

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 a fire. Even worse, the president of the business may pass away in the middle of an
important deal.

11. Discuss the advertising and promotional activities at Kraft Foods Australia. If
what is provided is not enough, suggest?
In 1997, the publicizing consumptions for different nourishments were: breakfast
oats – $792 million; treat and gum – $765 million; sodas – $549 million; and tidbits –
$330 million. Complete use for ice cream parlor and bites was $1 billion.
Interestingly, during that year, the Department of Agriculture burned through $333
million on sustenance instruction, assessment, and exhibitions. Promoting spending
plans for explicit brands of nourishments, refreshments, and drive-through joints are
additionally uncovering. It is misty how a lot of cash is spent on nourishment
promoting explicitly coordinated at kids and young people, yet gauges are
accessible for generally youth-arranged publicizing. It is assessed that over $1
billion is spent on media promoting to kids, for the most part on TV.

12. What possible intermediaries may be involved in distributing product for

Kraft Foods Australia?
Intermediaries are important because the expertise of it will improve the overall efficiency of
marketing channels. They will help to overcome the discrepancies by making products available in
quantities and assortments desired by consumers and business buyers at locations convenient to
them. Mostly, intermediaries can reduce the number of transactions required to distribute goods
from producers to consumers and end user. Kraft Foods needs many of intermediaries because it
will allow them and the buyers to reduce the number of transactions that each must make. For
example, if there are 10 consumers wish to buy products from 3 different manufacturers, there will
be 30 of transactions. But with intermediaries, the number of transactions will only be 10. This is
really convenient for consumer to get the product from Kraft Foods Company. Plus, intermediaries
can provide time-saving information and making the right quantity of products available where and
when consumers need them. Consumer would obviously spend a lot more time, money and energy
when they tried to gather all the needs from separate producers.

13. Develop a budget for the sales plan at Kraft Foods Australia?
A budget is a financial plan that sets out, using figures, an organisation's expected future
results. For planning purposes, organisations can use many different types of budgets. For
example:
Income and expenditure budgets. These show how much an organisation expects to
receive and to spend in future periods.
Production budgets. These set out how much an organisation must produce in coming
periods of time in order to meet demand.
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 Profit budgets. These bring together planned sales, costs, and profit figures. By creating
budgets, managers can:
set out a clear plan, involving target figures for defined periods of time
communicate their targets clearly
motivate employees to achieve these targets
control performance by monitoring actual outcomes against planned targets
meet the organisation's objectives.

Kraft´s income and expenses budget. A typical budget:

relates to a defined time period (usually twelve months)is designed and approved well in
advance of the period to which it relates shows expected income and expenditure - income is
the amount of money a business receives from its sales.

14. What are the things that needs to considered when presenting sales plan for
approval?
Stage 1: Define Your Business Goals : A sound promoting technique lined up with
your most elevated level business objectives and destinations encourages you make
mindfulness for your organization and its items and administrations, drive site traffic
and leads, and produce new deals openings that meet your organization's intended
interest group profile.

Stage 2: Conduct a Marketing SWOT and Set Goals and Budget : At last, you need
advertising that gives a predictable progression of great prompts help fuel new deals
openings and drive development.

Stage 3: Define Your Target Personas : You presumably know the profile of your
most important possibilities and the business procedure your organization uses to
change over them from prompts chances to clients.

Stage 4: Create Your Execution Plan : Since you've made your showcasing
objectives and have a financial limit, you are prepared to build up your movement
plan, otherwise called an advertising interchanges plan.

Stage 5: Organize and Measure : As a last advance, you have to characterize

promoting group jobs, decide the time span in which you need to accomplish results,
and report the normal return of time and dollars contributed.

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Conclusion: Promoting research is normally the initial phase in the advertising
procedure, after thoughts for items are imagined. Organizations lead promoting
exploration to acquire data from the commercial center. They use it to take care of
issues, acquire data on contenders and decide the requirements and needs of non-
paying purchasers and clients. Advertisers at that point dissect the information and
create different promoting techniques. Kraft Foods Australia has stayed effective by
utilizing statistical surveying by executing reviews and after some time some different
kinds of statistical surveying also to stay fruitful. Right now, have imparted to you that
any sort of statistical surveying can be utilized however it depends on what the business
need at that point. I trust this data has given you how significant statistical surveying is
and what it must be.

References:

Halper, M., Halper, M., & Halper, M. (2019, June 15). How to Measure Sales
Effectiveness. Retrieved January 28, 2020, from https://salesscripter.com/how-to-
measure-sales-effectiveness/
Rifat, D. (n.d.). Kraft Foods sales planning and promotion. Retrieved January 28, 2020,
from https://www.academia.edu/19154622/Kraft_Foods_sales_planning_and_promotion
Leonard, K. (2019, March 7). Internal & External Strategic Plan Development. Retrieved
January 28, 2020, from https://smallbusiness.chron.com/internal-external-strategic-plan-
development-12123.html
How to Identify a Target Market and Prepare a Customer Profile. (2015, July 24).
Retrieved January 28, 2020, from https://edwardlowe.org/how-to-identify-a-target-
market-and-prepare-a-customer-profile/
CoSchedule. (n.d.). Marketing Timelines: How to Plan and Organize Projects, Events,
and Campaigns. Retrieved January 28, 2020, from https://coschedule.com/marketing-
strategy/marketing-timelines/
Write a marketing plan. (n.d.). Retrieved January 28, 2020, from
https://www.infoentrepreneurs.org/en/guides/write-a-marketing-plan/

Assessment Task 3- Written questions

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Qus1: Locate and read through a variety of workplace documentation which
contains information related to sales requirements. Interpret this information and
create no less than 250 word of summaries for employees which outline their
organizational requirements during the sales process?

Ans1: Organizational requirements during the sales process are:

1. SALES CYCLE
Develop a standard sales cycle that can be applied to every lead that comes into
the sales organization. A good starting point for this is to define the stages of the
sales cycle.
2. PROCESS DEFINITIONS
Make sure that you have defined the critical elements of your sales cycle. Focus
on lead/opportunity definitions, sales stages, and sales plays that reps use to
move leads through the sales cycle.
3. COMMON PLAYS
Establish standard sales plays that the sales team should use throughout the
sales cycle. Use historical data to identify the tactics that convert leads at a
higher rate. You should train sales people on these plays to ensure that they
understand the daily activities they can use to close business.
4. ACTIVITY BENCHMARKS
Depending on their role, each rep should achieve a standard daily, weekly, or
monthly activity benchmark. These should be determines using historical data
that tells you which activities drive closed business.
5. LEAD SUPPLY
Every sales person should receive the same number of leads each month.
Moreover, sales people should receive the same quality of leads. You want to
make sure that reps aren’t able to blame their own poor performance vis a vis
other reps on the quantity or quality of the leads they receive.
6. STANDARD ROLES
Define a small number of standard roles in the sales organization and then hire
sales people for those roles. Common roles that need defining include Sales
Development, Inside Sales, Field Sales, and Customer Success.
7. QUOTA ASSIGNMENT

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 Assign the same quota to all salespeople depending on the roles they are in. For
example, every SDR on the lead qualification team should be responsible for
creating 20 meetings a week for the sales organization.

Qus2: Conduct research or market analysis actions in order to highlight a new or

innovative sales approach that could be used for an upcoming sales plan.
Summarize the actions taken the new or innovate ideas establish in no more than
200 words?

Ans2:

1. DEFINING YOUR IDEAL BUYER PROFILE

Chasing unproductive leads is one of the most time-consuming and

unproductive things your sales force can do. Those leads will never
purchase anything from your company, no matter how skillfully you nurture
them.

2. KNOWING WHEN SOMEONE IS ENGAGING WITH YOUR COMPANY

Another sales strategy example is knowing when a prospect is "raising his

or her hand" or simply filling out a form or visiting a few web pages out of
curiosity.

3. BUILDING A TAILORED MARKETING AUTOMATION PROGRAM AROUND YOUR

MQLS

A good way to keep them interested and progressing toward becoming a

satisfied customer is to send them tailored content around specific
solutions, especially content that pushes on their pain points, while also
sending the lead to your sales team.

4. DRAFTING AND PREPARING AN ONLINE SALES STRATEGY

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I think one of the best places to start a sales strategy plan is to understand
how do you get the right kind of people in touch with your sales team in first
place.

5. THE ULTIMATE B2B SALES STRATEGY

The best B2B strategy is going to start with identifying the type of customer
who is going to fit your company’s core ideal buyer profile.

Qus3: Write a draft sales plan in no less than 200 words. This should outline the
product unique selling point, sales targets, risks, and sales approach. Ensure
that the write up:

✓ Uses appropriate structure and language

✓ Enables questions to be asked to clarify understanding?

Ans3:

1. Hire the right people according to repeatable evaluation criteria

We first started by determining a list of attributes that made a successful sales rep.
From there, we established a repeatable process to evaluate candidates during
interviews based on these weighted criteria:

  Work ethic
  Coachability
  Intelligence
2. Train the sales team by making them wear customers’ shoes

Again, the first step we took was to define the sales process that we thought would be
most successful. We outlined our unique value proposition, target customer,
competition, most common objections, product features and benefits, and so forth.

3. Align sales and marketing

The sales and marketing teams work closely together in a process we call “Smarketing”
to generate consistent leads each month. In this process, Marketing understands which
qualities a sales lead needs to meet before it’s handed over to sales as well as how
many of those qualified leads it must create each month to meet our sales projections.

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Qus4: Locate sales figures for a product or service from a previous sales
campaign. Use this data and organizational goals to develop targets for a current
product or service to be released. This should involve the use of mathematical
calculations and your targets should be inputted into a workplace system or
spreadsheet?

Ans4:

During the process of developing a sales plan for products or services, it is crucial to
establish a range of

targets and performance measures. This will not only influence the budget for the
product or service, but will

also give the sales team something to strive for and compare performance with
throughout the process.

Setting sales targets which are practical and achievable will require you to:

 Analyse past sales figures and performance

 Determine the resources available to market the

product

 Assess current market trends

 Identify economic growth rates

 Establish competitor activity

 View customer engagement rates, such as response rates to social media followers.

Creating sales targets ought to take place in consultation with others in the
organisation. Meetings could take place where all of the above factors are taken into
account and various different managers or sales personnel can put their views across
on targets and objectives. Allowing a number of people to contribute to the target setting
process should limit the chances of mistakes being made such as greatly over or under
projecting sales figures.Targets might be set in a variety of formats, and this will depend
on the type of products or services being offered by the organisation.

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Qus5: Organize and document training requirements for at least three people
within the sales team. This should involve holding a conversation with the
individuals to discuss their role and the training they require in order to conduct
their role effectively?(Your answer must be anywhere between 150 to 200 words)

Ans5:

1. How to become an effective listener

In the rush to explain features and benefits of what you’re selling, it’s easy to talk

over your prospect. This is a common mistake many inside sales  rookies make. And

the problem is, the second someone thinks you’re not listening, you’ve lost them.

2. Using empathy and training yourself to think like a problem-solver

It’s probably a pretty safe bet that robots aren’t taking your sales job any time soon.

3. Crafting scripts to deal with the most common objections

Use your sales training to get your team ready for identifying objections that come

up time and time again.

4. Identifying the red flags of bad customers

Time wasted chasing after the wrong prospects can crush your sales efforts and

even your company. Large accounts can sometimes take 6–18 months to close.

5. The basics of cold emailing

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If you’re using cold outreach over email as one of your main sales strategies , you’ll

want to have some form of training on the basics of how you connect with prospects

over email.

6. The basics of cold calling

If your salespeople are picking up the phone, you’ll for sure want to be training them

on what to do when their prospect answers.

Qus6: Following the implementation of the sales plan within the workplace,
monitor the sales performance and on at least two occasions and report your
findings to relevant personnel. Where necessary, make amendments to the sales
plan where performance is different to expectations. ?(Your answer must be
anywhere between 200 to 300 words)

Ans6:

1. Set goals effectively

Goals are the basis of an effective performance management process. There are two
key elements to consider when developing goals.

2. Begin with performance planning

Using established goals as a basis, performance planning sets the stage for the year by
communicating objectives, and setting an actionable plan to guide the employee to
successfully achieve goals.

3. Create an ongoing process

Performance management – including goal setting, performance planning, performance

monitoring, feedback and coaching – should be an ongoing and continuous process,
not a once or twice-yearly event.

4. Improve productivity through better goal management

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Regular goal tracking allows for the opportunity to provide feedback as needed, make
adjustments to performance plans, tackle obstacles and prepare contingencies for
missed deadlines.

5. Gather information from multiple sources

Gathering performance information from a variety of sources increases objectivity and

ensures all factors impacting performance are considered.

6. Document, document, document

Note-taking must be consistent and include all significant occurrences, positive or

negative.

7. Prepare and train your managers

Managing the performance of another individual is not an easy task and requires many
skills.

8. Perfect the performance review

The employee performance appraisal or review should be a summary of all that has
been discussed.

9. Link performance with rewards and recognition

More and more, organizations are linking performance to compensation. This link,
however, cannot effectively be established without the existence of sound performance
management processes that are seen as fair and equitable.

Qus7: Outline at least two principles and techniques for selling?(Your answer
must be anywhere between 100 to 200 words)

Ans7: What is selling, really? Ask ten salespeople you'll get ten different answers. Ask
ten executive, you'll get ten more. But what is selling, really? IMHO, selling can be
boiled down to the following basic principles

1. Selling is 60 percent listening and 40 percent talking.

When you're having a conversation with a customer, your main goal is always to figure
out how (and whether) you can help that customer. This is impossible when your mouth
is open.

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Selling is all about relationship-building. 
Contrary to much of the foolishness that gets passed around as "sales wisdom,"
customers will only buy from you if they trust you, respect you, and like you. Everything
else pales by comparison.

Qus8: Provide three examples of methods for monitoring sales outcomes?

Ans8:

1. Sales Growth

Sales analysis revolves around your ability to grow revenue. A small blip in your trend

line will do more than furrow brows, it’ll have your team digging through the data for

definitive answers.

2. Sales Target

This KPI tracks current performance against a business objective. Sales may be

represented as revenue, number of accounts, units sold, or any other measure that is

relevant for your team.

3. Opportunities

In a perfect world, you’d be able to prioritize your sales efforts based on the likelihood to

close. Barring the sudden appearance of a crystal ball, your current opportunities is the

best way to track and measure that.

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Qus9: In no more than 150 words, outline the statistical techniques that are used
in your place of work to analyze sales and market trends?

Ans9:

1. 

Calculate your net working capital turnover by dividing net sales by your average
working capital. A low ratio could indicate inefficiencies in your organization. A high
level could mean that you use too much capital.
2. 

Calculate sales growth by subtracting sales revenue for the last year from the current
year and divide that by the sales revenue from last year. Multiply that by 100 to get the
sale growth percentage. Determine if your business is growing, declining or remaining
flat and take action to remedy any problems. For example, if sales for a particular
product decline consistently for three years, consider implementing an end-of-life
strategy for the product so you can focus on other efforts.
3. 

Determine an affordable growth rate by dividing your company’s net income by last
year’s earnings and multiply that by 100. If your sales growth exceeds your affordable
growth rate, you may need to allocate additional assets and inventory to sustain growth.
4. 

Calculate your break even percentage by dividing gross profit by total expenses and
multiplying by 100. The results reveal what sales you require to break even, neither
make a profit or lose money. Use this ratio to identify actions necessary to increase
sales in order impact profits.

Qus10: Outline two internal and external sources of information that are relevant
to identifying organizational strategic direction and developing a product sales
plan?

Ans10:

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Internal Strengths and Weaknesses

Internal elements are also known as the "micro environment," meaning all the elements
found within the company. These are things you have control over but it is important to
identify strengths versus weaknesses. If a business leader thinks about strengths and
weaknesses the same way a tennis player determines whether his forehand or
backhand is stronger, strategies can be developed to capitalize on strengths and find
ways to improve or negate weaknesses.

A small business owner often thinks about strengths as the quality of his product or
service. It might also be his experience in the field. Conversely, a talented young
business owner with an innovative product might not have any experience running a
business, thus making experience a weakness. Financial resources are another area
that can be regarded as a strength or a weakness.
External Threats and Opportunities

External elements are often referred to as the "macro environment" which simply refers
to all conditions outside of the company's control. Competition, laws, economy are all
external elements. Learn what competitors are doing in terms of marketing, price points
for products and services and see if you can gain insight regarding customer needs and
wants. Look at online reviews where possible. Learn what opportunities exist.

A college town doesn't have a shortage of bars, so opening a new one faces a lot of
competition with little opportunity. On the other hand, that same college town might not
have more than one dentist, which could create an opportunity for a new dentist to
capture part of the market that isn't being served.

Qus11: Analyze information from a variety of internal and external sources and
develop a sales plan in no less than 200 words for a product and sales territory
that meets the organizational strategic direction.

The plan should incorporate the following:

> Resource requirements and budget

> Achievable sales targets

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 > Performance measures

> Approaches to be used to meet objectives

> Risk management

> Advertising and promotional strategy

> Product distribution channels.

This should be structured in line with organizational expectations?(Your answer

must be anywhere between 100 to 200 words)

Ans11: Understanding the environment your business operates in is a key part of

planning and will allow you to discern the threats and opportunities associated with
your area of business. A STEEPLE analysis helps you to identify the main opportunities
and threats in your market:
 Social factors such as changing attitudes and lifestyles, and the ageing
population
 Technological factors such as new materials and growing use of the Internet
 Economic factors such as interest rates, exchange rates and consumer
confidence
 Environmental factors such as changing expectations of customers, regulators
and employees on sustainable development
 Political factors such as changes to taxation, trading relationships or grant
support for businesses
 Legal factors such as changes to employment law, or to the way your sector is
regulated
 Ethical factors such as ethical and moral standards governing policies and
practices
You also need to understand your own internal strengths and weaknesses. For
example, the main strengths of a new business might be an original product and
enthusiastic employees. The main weaknesses might be the lack of an existing
customer base and limited financial resources.
A SWOT analysis combines the external and internal analysis to summarise your
Strengths, Weaknesses, Opportunities and Threats. You need to look for opportunities
that play to your strengths. You also need to decide what to do about threats to your
business and how you can overcome important weaknesses.
For example, your SWOT analysis might help you identify the most promising
customers to target. You might decide to look at ways of using the Internet to reach
customers. And you might start to investigate ways of raising additional investment to
overcome your financial weakness.

Qus12: For the sales plan that you have developed, describe how you would:

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 Acquire staff
 Develop a selling approach among the sales team
 Provide training and support to the sales team on product knowledge and the
sales approach?(Your answer must be anywhere between 150 to 200 words)

Ans12:

 Acquire staff

1. Define the major project categories. These can include financing, production,
marketing, customer support, product repair and distribution networks. The possibilities
are endless. For example, a technical training school requires start-up costs,
administrators, teachers, marketing specialists, equipment procurement, maintenance
staff and a groundskeeper.
2. Develop an organization hierarchy and diagram it on paper or use project
management software. Determine the optimal number of staff members for each
category. Compare the projected salary requirements with the proposed budget for the
project.
3. Assess the risks if optimal staffing can't be achieved. Salaries may exceed the
budget, or the positions may require specialized skills that aren't readily available.

 Develop a selling approach among the sales team

1. SPIN selling

SPIN selling is about asking the right questions. The wrong questions can decline
your entire sales process or even bring it to an unfortunate standstill.

2. SNAP selling

Before modern buyers make a purchase decision, they’re overloaded with information
urging them to buy solution X or Y. This makes it hard to get buyers’ attention, since
they are wary of salespeople and their tactics. SNAP selling focuses on the way
customers make decisions: influence them positively, so in the end they feel they made
the decision on their own.

 Provide training and support to the sales team on product knowledge and the sales
approach:

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 1. Building Trust:
Customers have to trust the product, company, and person they interact with
before they make a purchase, and by now, you probably know that the
person they interact with is weighed much more heavily than the other two
sources.
2. Making Lasting Impressions:
One of the reasons that customers are doing so much research on your
products and services is that tremendous competition has driven consumers
to believe that all products are similar. With such a small margin of difference
in the product itself, companies are realizing that they can make up for the
difference in other areas.

Qus13: Following the implementation of the plan, monitor and evaluate

performance over at least two designated time lines, such as weekly or monthly.
Adjust the plan as appropriate in response to performance levels?(Your answer
must be anywhere between 150 to 200 words)

Ans13:

 Trigger points can be identified and monitored and, when reached, can stimulate the
implementation of the next action in a sequence.  In identifying trigger levels for
response, it is important to consider the time required for the decision to be made
and implemented. This should include acknowledging the time that may required for
effective stakeholder engagement, or for any detailed investigation, design and
development of actions that may be required.
 The time frames associated with climate change and adaptation outcomes are likely
to be longer than those of traditional management programs. 
 Monitoring and evaluation requires an assessment plan to measure the performance
of adaptation efforts in terms of relevance, effectiveness, efficiency, results and
sustainability of the results (see also C-CADS Step Indicators are a core part of this.
Indicators are things that we can measure. They help to determine whether
objectives have been achieved for a specific program or project.

Qus14: Provide three examples of adjustments that could he made to a sales plan
to ensure required results are obtained?(Your answer must be anywhere between
100 to 200 words)

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Ans14: Given what’s happened with the sales results, the plan-as-you-go planning

process indicates in this example that systems sales are going badly, but there are

other sales that can make up the problem.

Do you change the plan? That’s where the management comes in. Get the people

together and talk about it. Why are systems sales so much less than plan? Were the

assumptions wrong? Was the plan too optimistic? Has something happened — new

competition, for example, or new technology, or something else — to change the

situation as it was planned.

What about the people? Here’s where you have to manage expectations and follow up.

Do you have metrics on sales presentations, leads, close rates? Have the people been

performing, but just not getting the sales? Was your pipeline assumption wrong?

For this example, let’s say we decide to adjust the sales forecast to absorb some

changed assumptions. The next illustration shows the new sales forecast, after

adjustments.

Qus15: In no more than 150 words, describe how confirming and corrective
feedback could be provided to staff members to ensure required results are
obtained?

Ans15:

1. SCHEDULING A ONE-ON-ONE FEEDBACK SESSION

The first thing you should consider is location. Whether in your office, an empty
meeting room or a coffee shop, the best way to give feedback is one-on-one. If
you give your employee constructive criticism in front of others it can undermine
their confidence and put them on the defensive.

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 2. TONE AND DELIVERY

Using the correct tone and delivery is the most important step to giving effective
feedback. Keep in mind the following guidelines:

3. START POSITIVE  

Balance your constructive feedback by leading the conversation with something

they’re doing well. This will give them an example of what you’re expectations
are and boost their confidence. Make it clear you want to help them continue
performing and developing these types of skills. 

References:

CoSchedule. (n.d.). Marketing Timelines: How to Plan and Organize Projects, Events,
and Campaigns. Retrieved January 28, 2020, from https://coschedule.com/marketing-
strategy/marketing-timelines/
How to Manage a Sales Team: Killer Strategies in 2018. (2020, January 23). Retrieved
January 28, 2020, from https://neilpatel.com/blog/manage-a-sales-team/
Business Strategy/Marketing Plans and Strategies. (n.d.). Retrieved January 28, 2020,
from https://en.wikibooks.org/wiki/Business_Strategy/Marketing_Plans_and_Strategies

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