| Your business plan must include some description of | | | | team culture rather than compete between each other |
| your plan to sell your product or service. Selling is the | | | | for the same customers. |
| final step in the marketing process and includes closing | | | | Sales Tactics |
| transactions with interested customers and up selling | | | | If extensive direct sales will be a primary marketing |
| them to additional products and services. Even in retail | | | | tactic, the business plan should describe what tools and |
| locations where sales is part of the work the counter | | | | tactics salespeople will be directed to use. For |
| staff or waiter, some attention should be paid to how | | | | example, will they have a pre-set demonstration or |
| they will encourage customers to buy more. | | | | presentation to give? Will they use specific brochures |
| Sales Team and Commissions | | | | or other marketing material? Will they have the leeway |
| For products and services sold to businesses, as well | | | | to negotiate prices or volume discounts with clients? |
| as professional services, salespeople must be | | | | Sales by Operations Staff |
| designated who will work on specific clients or | | | | When sales are made by operations staff, such as at |
| accounts. As sales efforts takes up more and more | | | | a restaurant or store, you may not be able to work |
| of an individual's time, it makes more sense for you to | | | | with a high level of commissions as their additional |
| tie their compensation to their success through | | | | responsibilities may fall by the wayside. However, you |
| commissions. Whether salespeople do their work in | | | | can create policies and checklists which staff must |
| person or on the phone, commission systems can be | | | | conform to in order to make sure they are doing their |
| effective. You must carefully consider the sales | | | | best to generate sales, give good customer service, |
| "territories" of your individual salespeople to make sure | | | | and manage other responsibilities. |
| they are incentivized to help each other and build a | | | | |