Question

SALES AND PURCHASING MANAGEMENT THE SALES STRATEGY AND THE SALES PLAN For today's classwork, we have 2 different cases Case 1: A well-known corporation. Your main business activity is related to the energy sector. Your company has been providing energy solutions for your consumers during the last 50 years, globally, yet, you need to adapt your strategy and your sales plan to the new times Your business values are: Innovation, Reliability, Proactivity. Your mission is based on: Offering energy solutions to more people, to introduce new technologies in your solutions and to introduce new usages for your energy solutions The CEO and Sales Manager must develop a new sales plan so please: Write the main points of the strategy that should be behind the sales plan and to which the objectives of your sales plan should be aligned. You are free to provide some data and insights about the sector to support your assumptions Indicate in deep the main elements that a sales plan should contain. Main points alongside the proper explanation for the inclusion of these points. You dont have to write the sales plan, you are expected to offer the skeleton, the main points, which wi be included within a proper sales plan. Case 2: Your project related to the development of apps has been finally funded by an investor. Now you need to create a small business to scale your activity and to operate in the market Your apps are mainly addressed to the improvement of the living conditions of elderly people. . Could you please write your mission, vision and value? Half page. . Could you please develop a draft containing the main points for a sales plan, aligned with your business strategy? (Not an entire sales plan, but the main points that must be included within a sales plan) Develop the roadmap to present the sales plan to the rest of the company. Facts about the healthcare sector for elders are very welcome. . . OBJECTIVES OF THE ASSIGNMENT Learn to look for reliable information Learn to use the information Learn the main points of a sales plan Learn to align your business strategy to your sales plan

Answer 1

Case 1:Sales plan scheme for our Organization operating in the Energy sector:

• Segmentation, targeting and Positioning of the market: Segmenting the energy market into gas, electricity and business to business (B2B) divisions and business to customer segments (B2C) . This will help in proper positioning strategy for various segments of customers and bringing in more customers in each segment.
• Pricing: The price can be sub divided into three parameters based on the usage by the existing and potential consumers. This includes: a) Price discounts b) fixed price c) mixed price ( fixed price + discounts for more usage)
• Competitive strategies: A competitive analysis based on price , distribution and benefits offered by the competitors.
• Decision based on mass market strategies and class market strategies and varied positioning strategy for these segments,
• Preparing the sales budget at the beginning of the year.
• Activating, motivating and focusing of the sales team towards achievements of the budgets.
• Comparing the actual achievement to the designed goals of the organization and reviewing them periodically.

Case 2:  

Mission, Vision and Values of the Application Software (App):

Mission Statement : Improving elderly people through caring service with an opportunity for social interaction, basic support and needs services, volunteerism and community activism.

Vision Statement: Helping elderly adults engage, enrich and empower themselves.

Values:

• Respecting each individual irrespective of their backgrounds.
• Reaching beyond the commonplace in helping the elderly.
• Bringing smile to the faces of the elderly through education and enjoyment.
• Embracing differences in knowledge and skill levels.

Main points of the sales plan:

• Segmentation, targeting and Positioning of the app.
• Pricing of the application.
• Promotion of the app.
• Sales budget for the app.
• Goals for the sales team.
• Reviewing performance of the team vis-a-vis the budgets set.

Presentation of sales plan to other members of the organization:

• Sales forecasting and goal-setting
• Market and customer research
• Prospecting and partnerships
• The goals of the sales plan and ways to achieve the targets.
• Sales team motivation and encouragement methods.