Capella University Del Monte Sales Plan Paper

Create a sales plan for your chosen product and company, including goals and the means to motivate your team.

Sales activities and processes vary by organization and individual but generally include prospecting, using a pre-approach, using an approach, making the sales presentation, overcoming objections, closing the sale, and having postsales follow-up.

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By successfully completing this assessment, you will demonstrate your proficiency in the following course competencies and assessment criteria:Much of the process is information gathering to allow a salesperson to make the right pitch to the consumer that will match the consumer needs with the product or service benefits and features.

• Competency 2: Relate the importance of an integrated marketing program to the economic impact of a business.
  • Describe how an integrated marketing plan will impact the business and sales plan.
• Competency 5: Develop a sales plan.
  • Define a set of measurable sales goals for the business.
  • Identify viable strategies and sales tactics.
  • Describe methods to motivate staff.
• Competency 6: Evaluate management implications of marketing and sales plans.
  • Create an evaluation plan.

  Note: Assessments 1–3 in this course require you to complete a marketing analysis. Because they build on each other, it is recommended but not required that you complete them in sequence.

  INSTRUCTIONS

  Using the company and product you used for Assessments 1–3, create a sales plan in which you do the following:

  • Define a set of measurable sales goals for your business.
  • Select at least two sales strategies that are suited to your target market and explain why they were selected.
  • Identify the various sales tactics your sales team will use to achieve your sales goals.
  • Create methods or actions to motivate and manage your sales team.
  • Create an evaluation plan for your sales plan.
  • Describe how an integrated marketing plan will affect your business and sales plan.
  • Cite any sources you use.

  ADDITIONAL REQUIREMENTS

  • Written communication: Communication should be clear and well organized, and support a central idea, with no technical writing errors, as expected of a business professional.
  • References: References and citations are formatted in a consistent style, with a preference for using APA Style and Formatting.
  • Number of resources: Use a minimum of three scholarly resources related to the content of the assessment.
  • Length of paper: Approximately 5–6 typed, double-spaced pages, in addition to the title and references pages.
  • Font and font size: Times New Roman, 12 point.

  Sales Plan Scoring Guide

  CRITERIA	NON-PERFORMANCE	BASIC	PROFICIENT	DISTINGUISHED
  Define a set of measurable sales goals for the business.	Does not discuss a set of measurable sales goals for the business.	Discusses a set of measurable sales goals for the business.	Defines a set of measurable sales goals for the business.	Analyzes a set of measurable sales goals for the business.
  Identify viable strategies and sales tactics.	Does not discuss viable strategies and sales tactics.	Discusses viable strategies and sales tactics.	Identifies viable strategies and sales tactics.	Analyzes viable strategies and sales tactics.
  Describe methods to motivate staff.	Does not discuss methods to motivate staff.	Discusses methods to motivate staff.	Describes methods to motivate staff.	Analyzes methods to motivate staff.
  Create an evaluation plan.	Does not create an evaluation plan.	Creates an evaluation plan lacking in key components.	Creates an evaluation plan.	Creates a well-supported evaluation plan with plausible and thoughtful rationales.
  Describe how an integrated marketing plan will impact the business and sales plan.	Does not discuss how an integrated marketing plan will impact the business and sales plan.	Discusses how an integrated marketing plan will impact the business and sales plan.	Describes how an integrated marketing plan will impact the business and sales plan.	Analyzes how an integrated marketing plan will impact the business and sales plan.