The presented product sales strategy is generic. The points of the plan may differ depending on the chosen strategy – promotion and sales of a certain type of product, or promotion and sales of products in a particular region and industry.
The presented plan can be used to implement the strategy of promoting and selling products in any country, region, and industry for any type of product produced by any company.
The sales strategy plan can improve the effectiveness of the activities carried out and aimed at promoting and selling products in order to achieve the goals set for the company as part of its general strategy.
Objectives of the strategy
Determination of strategy goals (promotion and sales of a new product, entry into a new market, increase in the share in a particular industry,etc.)
Analytical report on the political and economic state of the country
- Information on the political and economic state of the country based on data from open sources
- Information on the political and economic state of the country based on data from analytical agencies
- Forecast of the state of the country for the next 5-10 years
- The decision to start promoting and selling products in the country on the basis of the obtained data on the political and economic situation of the country
Analytical report on the state of the industry
- Information on the state of interest to the country’s industry based on data from open sources
- Information on the state of interest of the industry of the country on the basis of data from analytical agencies
- Forecast of the industry for the next 3-5 years
- The decision to start promoting and selling products in the industry based on the data obtained
Geography of sales strategy implementation
Determination of the territory to promote and sell the product
Analysis of the competitive environment
Identify major competitors
Target market segment
- Determination of the target market segment depending on the promoted products
- Determination of the target market segment depending on the industry
Target customer groups
- Determination of the target group of customers depending on the product
- Determination the characteristics of the customer company (age of the company, form of ownership, production and sales volumes, the rating of the company, etc.)
- Formation of the priority list of potential customers (if necessary)
Assortment policy
Determination of the list of products for promotion and sales, depending on the industry and the target group of customers
Planned indicators
- Determination of the planned sales for 5 years
- Determination of the timing to set up a distributor company (if necessary)
Product and company advantages for selected target groups and customers
- Determination of the company’s benefits based on the selected region
- Determination of the company’s benefits based on selected target groups of customers
- Determination of the benefits of products based on the selected range
- Carrying out a comparative analysis of the company and products in comparison with competitors and their offer in the selected region and industry
Promotion and sales channels
- Identification of promotion and sales channels
- Determination of the timing of implementation for each of the channels of promotion and sales
- Definition of methods and tools for each of the channels of promotion and sales
- Determination of the pros and cons of each of the channels of promotion and sales
Sales technologies and sales processes business processes for the implementation of sales strategies
Implementation of the promotion and sales of products in accordance with the business process
HR status
Identification of the need to hire additional personnel to implement the strategy of promotion and sales
Documentation and databases required for sales strategy implementation
Regulations and performance standards for distributors
Distributor agreement, which includes the rules of the game
Budget
Determination of the budget for the implementation of the strategy (for each item of expenditure)
More information on startegy you can read in The Concept and Essence of Strategic Marketing and related articles.
