Sales_Plan_Tool 销售计划管理的小工具.doc

SALES PLANNING FOR THE SALES MANAGERBuilding a Winning Sales Plan in 10 Steps SALES PLANNING FOR THE SALES MANAGERBuilding a Winning Sales Plan in 10 Steps Summarize Your Objectives Identify the Strategic Objectives Assess Prior Sales Performance Segment Your Customers Set This Years Objectives Develop Territories Action Plans Develop Key Accounts Plans Measure and Monitoring Results Establish your Annual Sales Planning Cycle Write the Executive Summary The Sales Planning Guide for the Sales ManagerThe purpose of this Sales Plan Guide is to serve as your guide in your role as Sales Manager. This model provides you with a number of sales management planning ideas and a variety of operating templates that can be used by you and your Sales Representatives in preparing your operating Sales Plan for this year. This Sales Plan Guide is meant to be used consistently throughout the year as both a planning and as a monitoring tool. The ultimate intent of the comments and the templates that have been provided in this guide is to empower you to build a useful and proactive business plan that will consistently assist you in your overall sales planning during this year. The real purpose here is to assist you in the process of writing a productive sales plan that will actually be used by you and your Sales Representatives in the real world. Clearly the expectation is that this guide will become a highly productive planning and monitoring tool and will not be viewed merely as a series of tables and graphs to be filled in without direct impact to your business. The other important advantage to using this sales planning model is that it is also expected that your resulting Sales Plan will be used as an effective communications tool to the other departments in your company that work closely with Sales. In this way, everyone is kept aware of your sales plans and should be able to assist you in the successful completion of the companys objectives. It is important