Sales Plan Iii

In: Business and Management

Submitted By frenchies
Words 2984
Pages 12
Sales Plan: Phase III


November 15, 2011
Professor John Zemaitis

Sales Plan: Phase III Throughout the changing landscape of the current economy, companies are striving to increase year-on-year sales and productivity. Arizona Housing Experts is no different in this respect and needs to implement a solid 2012 sales plan to move their business from the maturity stage in the life cycle back to growth. Throughout the remainder of the paper there will be numerous points discussed in relation to the 2012 sales plan for Arizona Housing Experts. The points that will be covered and broken down include real estate opportunities with both apartment locations and residential homes to increase profitability and acquire more customers. There will need to be an actual sales process put into place by management that is identifiable and feasible for the agents to achieve using current and refined sales tactics and techniques. Lastly, marketing will need to be completely revamped. Currently there is a hit and miss marketing approach for Arizona Housing Experts and with a little market research, a complete identifiable and measureable marketing plan will be able to be put in-place while increasing productivity and profitability. However, none of the above will be possible without a plan and identified opportunities.
Plan and Opportunities Many programs are available to real estate agents as well as entire brokerages to manage and improve customer relationships and customer acquisition. The first step in improving ongoing customer relationships is to contact the customer or client regularly so they have Arizona Housing Experts on the top of their mind whenever their friends, co-workers, or acquaintances mentions needing an apartment or new place to live. Tony from Arizona Housing Experts stated that “Many of the agents send thank you letters after the…...

Similar Documents

Module Iii: Control Testing-Sales Processing

... Module III: Control Testing-Sales Processing 1.  This plan doesn’t test sales revenue and accounts receivable for completeness. The most important control to assure completeness is prenumbered shipping and billing document. Unfortunately, the sales processing system does not provide for pre-numbered bills of lading, and bills of lading are not accounted for. Because of this deficiency, goods may have been shipped to customers but never billed to the customer. Thus, they don’t constitute an effective sampling unit. The auditors might want to select customer orders at random and determine whether goods were shipped and invoices sent to customers for those shipments. The auditor can account for sequence of sales invoices in sale journal or conduct a reconciliation of inventory with sales. In addition, analytical procedure, such as comparing monthly sales by product line with prior period may be used. The existence/occurrence and valuation assertions are the most critical for revenue accounts and a more relevant in this scenario. Vouching a sample of recorded sales transactions back to customer orders and evaluating the quality of evidence of shipment provide support for the assertion that they actually exists. The auditor should compare the quantities billed and shipped with customer orders and verify the clerical accuracy of the sales invoices to provide assurance on valuation. 2 & 3. See Table 4. Based on the sampling plan results, the auditors can be......

Words: 346 - Pages: 2

Stratigic Plan Iii

...Strategic Plan III Sa’eed Abdul-Karim BUS/475 July 28, 2013 Professor Robert Stokes      The goal of Saeed Home Improvement is to give homeowners a one stop home service experience with minimal effort and a stress-free environment. Our vision is to grow our home care concept with an innovative approach and strategic measures that will provide a service that is currently only available to the elite homeowner of the world but at a price for the average working class. The organization can capitalize on the intangibles aspects of the business, customer service and appreciation, friendly attitude, and customer satisfaction. Saeed Home Improvement will deliver quality products in a timely manner with the best customer service in the industry. This is extremely important since our business brings us into direct contact with the homeowner on a daily basis. There are several opportunities to take advantage of in exceeding the homeowner’s expectation. This objective will derive from the company mission statement which clearly outlines the importance of the customer, employees, and vendors.        The strategic tool of chose for collecting and reporting information to managers on four specific areas of the business is the balanced scorecard. The internal and external communication of the organization will improve with the assistance of this tool. The balance scorecard helps a business or organization to achieve long-term prosperity......

Words: 853 - Pages: 4

Career Development Plan Part Iii

...Career Development Plan Part III Frank A. Cruz University of Phoenix Performance appraisals can be an important tool for both management as well as the employee, although I find that performance appraisals can be subjective. This is not to say that appraisals are not of importance if you are going to reward employees on their merit or performance. However, this can be a slippery slope when linking an employee’s pay with a performance appraisal. However, doing this can cause conflict between improving performance and deciding on increases. The goal of employee and managers improving performance should be working together, in effect, working on the same team to solve problems. When managers use appraisals to determine pay typically the dynamic changes, the employee and manager are not on the same team. The employee tends to feel that they deserve a larger pay increase while management typically does not since funds are typically limited. Again the employees will focus on his or her strong points rather than focusing on the areas that need improvement. When money is put on the table typically people are quicker to be more firm and stubborn pointing out the intensity of their performance on the appraisal results. This only makes sense when an employee reviews the results of an appraisal since it is tied to his or her pay. That being said, performance appraisals will be done every month during the transition. After a year, performance appraisals will go to every six months....

Words: 839 - Pages: 4

Strategic Plan Iii

...employee growth. | Obtain an employee retention rate of 75% or higher for 6 months.   | The company should maintain this retention rate for the next two years. | Conduct employee surveys to find areas of improvement. | Create an equity sharing plan for employees | Allow tenured employees the opportunity to gain partial ownership. | This program is for long term management employees. | Present the equity sharing plan as a goal for all employees to pursue. | Participate in community events to build a positive image. | Participate in one major community event per quarter. | Observe increased awareness of the company image. | Encourage and reward employees for participating. | ------------------------------------------------- Internal Operations Scorecard Objectives | Measures | Targets | Initiatives | Implement a system for tracking customer habits and loyalty | Customer habits and loyalty must be determined before conducting marketing operations.   | Track customer tendencies over the next 2 years.   | Seek the advice of marketing consultants. | Set short-term  sales benchmark goals based on operations metrics  | Short term sales should be within 15% of main competitors | The company should be consistently improving its sales volume. | Determine industry standard metrics from key competitors. | Track the company’s global exposure using online analytic systems. | International exposure should grow at least 20% per year. | Website traffic can be tracked worldwide......

Words: 498 - Pages: 2

Sales Plan

...rises to $27,000. Notice what the effect of the quota is. It raises the price of Japanese cars in Canada. The Relationship between a Quota and a Tariff Above we considered the effect of both quotas and taxes, and we noted that a tariff is a type of excise tax. Both devices increase price and reduce quantity. Let’s now compare 118 INTRODUCTION s THINKING LIKE AN ECONOMIST A quota of Q1 has the same effect as a tax t. P S1 S0 P1 P0 } Q1 t D Q0 Q the effects of the quota above with the results of a tariff that would have achieved the same reduction in output. We show the effects of such a tariff in Figure 5-8(b). There you can see that a tariff of $11,000 shifts the supply curve in sufficiently to end up with the same sale of 5 million Japanese cars obtained with the quota. Consumers still pay $27,000 for Japanese cars. Is there a difference between the two cases? The answer is yes. In the quota case, the higher price brings in more revenue to the company. In the tariff case, the revenue goes to the government. So which of the two do you think companies favour? The quota, of course—it means more profits as long as your company is one of those to receive the rights to fill those quotas. In fact, once quotas are instituted, Japanese firms compete intensely to get them. Why do firms prefer quotas to tariffs? Q-8 THE LIMITATIONS OF SUPPLY AND DEMAND ANALYSIS We hope the above discussion has convinced you of the power of supply and demand analysis.......

Words: 15505 - Pages: 63

Marketing Plan Phase Iii

...Marketing Plan: Phase III Team C University of Phoenix MKT/421 Jared Oakley December 14, 2010 Marketing Plan: Phase III Phase three of the marketing plan focuses on the details of the new service Comcast is introducing to the market. This phase outlines elements of the new “Pick Your Channel” service in more detail than previous sections of the new marketing plan. The expected product life cycle is revealed, and the marketing team explains in detail the pace at which the product is expected to move through its life cycle and describe the factors predicted to affect the movement. The typical product life cycle consists of four stages and the marketing team will document plans for each of these stages. The “Pick Your Channel” service is different from any other service currently in the market, and this portion of the marketing plan identifies Comcast’s plan for positioning of the new service and differentiation strategies. The “Pick Your Channel” service needs to be positioned in the market so that consumers recognize the need and value it fulfills. The marketing team also introduces the pricing strategy for the new service. The new service is not intended for every consumer, so the team needs to keep the target market in mind when setting a price. The marketing team further explains these issues concerning the “Pick Your Channel” service in the following paragraphs. Attributes are properties of any product, brand, or service. Attributes of a......

Words: 1713 - Pages: 7

Qi Plan Part Iii

...QI Plan Part III - Implementation and Revision HSC/588 Anna Caluza May 26, 2014 Linda Roan Q I Part III – Implementing and Revising The implementation of correct systems required a team including expert leader’s approach. Effective communications between leaders of Doctor’s Medical Center, end users, the vendors, and the department staff is important when collecting data. For data transfer, authority need to assure that the new system communicate with the existing system. The administrative leaders guide the project activities, data protocol collection, clearly understand roles and responsibilities, and set up policy and procedure. Leader guide the staff to pursue the desire to achieve the goal. In completion of the system, training is provided by trainers for the to staff to be efficient in using the system. A yearly system evaluation to improve quality performance is mandated. The final process of implementation and revising is to assure that the organization is complied with the Joint Commission and other accreditation agencies. Authority Structure and Organization Authority structure is crucial in implementing and revising plans to be successful. To achieve success in implementing project, roles and responsibilities must be organized. Included in the authority structures to achieve success are as follows: board of directors, executive leadership, quality improvement committee, medical staff, middle management, and......

Words: 1181 - Pages: 5

Career Development Plan Part Iii

...Career Development Plan Part III January 18, 2010 The training and mentoring needs are complete and the new sales team of InterClean, Inc. is in their perspective positions. Evaluations of performance and career management methods are being put into place. This report will outline the aspects of the performance and career management programs. Performance Evaluations The sales manager will discuss the appraisal form and scorecard with each employee. Each sales associate will complete a self assessment of his/her professional goals along with their manager and the two of you will update your progress on a quarterly basis. The manager will review your scorecard with you weekly. This will show your individual weekly sales figures as well as the channels total sales. Each individual will know where they rank in the department so if any improvements are needed they will have ample time to correct them before their performance evaluation. Weekly team huddles will be held also to discuss the sales performance as a site and review any new product and service updates. Employees should feel free to offer feedback during the weekly individual meetings, team huddles, and quarterly evaluation. This is the opportunity to voice any problems, concerns, or best practices that they think should be addressed. During these open discussions, individual as well as team goals will be set and tracked on a continuous basis to progress as a sales associate, team, and organization.......

Words: 711 - Pages: 3

A Sales Plan

...A Sales Plan Defined Our sales plan should be short, simple and to the point. It's basically our strategic and tactical plan for acquiring new business, growing our existing book of business and making and/or exceeding our sales quota within our sales territory. Typically, a healthy mix would include 75 percent of your sales quota from new business and 25 percent of your quota from add-on business from your existing customers. There are four basic parts of a sales plan: 1. New business acquisition strategies 2. New business acquisition tactics 3. Existing business growth strategies 4. Existing business growth tactics Before you start, you need to get a handle on some definitions: • Sales quota: This critical element of your plan sets the tempo of your efforts throughout the year and provides quarterly, monthly, weekly and even daily sub-goals for you to achieve. • Sales territory: Refers to the geographic area, list of named accounts or specific market niche you have been assigned to in which you are to sell your products, services and solutions. • Strategies: The plan necessary to accomplish your goal. • Tactics: The steps necessary to carry out the plan. New Business Acquisition Strategies and Tactics Include the following four strategies in your sales plan. Remember, these strategies are all designed to capture new customers and new market share. Important note: The strategies are numbered and the tactics are italicized. 1. Exceed my quota. • Send no less......

Words: 1091 - Pages: 5

Marketing Plan Phrase Iii

...brought on in the 1980's had to pitch the idea of expansion many times before getting consideration from the founders. When expanding a company at the scale that Schultz had in mind there are several factors that must be taken into consideration. The first of these considerations would be image and how you want the franchise locations to be viewed when coming into a new market. Secondly Starbucks had to consider how to market their premium priced coffee to folks who had been used to the notion that the $.50 coffee from the gas station was all they needed. Starbucks revolutionized the coffee industry and is now a multibillion dollar a year company that is part of the Fortune 500 companies. SWOTT Alternate Solutions Strategies & Plans Conclusion References Arthur A. Thompson, A. J. (2014, March 31). Case 2: Starbucks in 2004: Driving for Global Dominance. Retrieved from University of Phoenix Ebook:

Words: 522 - Pages: 3

Marketing Plan Phase Iii

...Marketing Plan: Phase III JoAnn Butcher, Amber Culwell, Kyle Grant, Omayra Moreno, Mathew Parish August 29, 2011 Michael Ricco Marketing Plan: Phase III In this paper Marketing Plan Phase III we will be discussing the description of our products attributes and service fully in depth. Team B will discuss how our product will evolve through the products life cycle as well as describe what will take place through that time and what will affect that time period for our product. Team B will also discuss how the life cycle affect the marketing of product introduced in phase I. This paper will identify the positioning and differentiation strategies for the product and the services our product will provide for our potential clientele and how it will provide them the protection they will need for all of their electronic WIFI required devices and the cost for our product that will suit our customers. Attributes of the Product The product created by Team B, security software to protect from the dangers of using Wi-Fi hotspots, is an extremely valuable product. It offers many favorable attributes like lifetime protection of the user’s personal information, easy installation and free updates over the lifetime of the service. The information age requires technology users to be plugged in at all times. Because of this constant need to be updated, the convenience of public Wi-Fi hotspots is ideal. Even with great convenience, Wi-Fi hotspots are one of the...

Words: 1847 - Pages: 8

Organization Change Plan Iii

...Organizational Change Plan III Christian Malone HCS/587-Creating Change within Organizations February 12, 2011 Dr. Margaret Walker Organizational Change Plan III Employees may be one of the hardest stakeholders to agree to change. “Employees resist because they believe the management is mishandling the process” (Bert Spector, 2010, p.). The individuals suffering from the unfair scheduling are ready for this change. They have expressed their unhappiness, and have even limited their availability, making it difficult to have enough staff on hand. By repeatedly emphasizing the importance of employee cooperation and fair scheduling, individuals will believe in the system, and continue to become better so business can remain successful. A work schedule is made to benefit the needs of the business first, and the employee second. A flexible employee allows the company to make schedule changes at the last minute or even pull a double shift if a co-worker calls out. The employees that are not flexible make it difficult to make a schedule to benefit the needs of the business, and he or she is not able to work extra hours. A rotating schedule is the solution to an unfair work schedule. One option a manger has is a rotating schedule, and this will allow each individual to work his or her promised hours. By doing this, he or she does not have to work the same days each week, gives the individual more time to spend with the family or just attend to their personal needs. The......

Words: 1563 - Pages: 7

Market Plan Phase Iii

...Marketing Plan: Phase 2 MKT/421 Marketing Plan: Phase 2 Market Segmentation In doing market research and conducting how a company is going to sell a product that company needs to take the time to focus on a target market. In this phase of the marketing plan we are going to focus on the segmentation we will use to market our product. Needs The Market Segmentation Company states that, “Market Segmentation, correctly applied, is about understands the needs of customers and, therefore, how they decide between one offer and another” (The Market Segmentation Company, 2012). When we focus on the needs of our target market we can consider needs such as the need for extra space or the need to save time and forgetting about your laundry once you’ve started a load. Geographic Simply put, this segmentation is done by the geography of our target market. In this instance it may be best to focus on the urban consumer that lives in apartments where space is limited. However, it is also a way for us to break into the larger home community and offer this product to those who would like additional space in their washrooms for more storage or even a second All-in-One to do two loads simultaneously. Demographics defines Demographics as “the statistical data of a population, especially those showing average age, income, education, etc” (, n.d.). As we target our demographic we must look at who most likely does laundry and focus on them. ......

Words: 2076 - Pages: 9

Sales Plan

...In order for a sales force to be successful there needs to be incentives and bonus. A bonus from the textbook is a payment made at the discretion of management for achieving or surpassing a certain level of performance. The incentive will work as follows: one if you sell a warranty on a cell phone the salesperson receives an extra five dollars on their check. Another incentive for the salespeople is a $200 dollar bonus for going over their quota by 100 cell contracts or cell phone. The incentives for the sales team are below. Also a superstar employee can be promoted from within, Sales Supervisor, Manager and store Manager. The employee will receive health insurance if they work twenty-five hours a week. The health insurance is through Humana which covers, dental, doctor visits, emergency room care. Each employee will receive one week of sick time and two weeks of vacation per year Sold Warranty | $5.00 | Selling 50 over Quota | $100.00 | Selling 100 over Quota | $200.00 | Selling a Credit Card | $50.00 | Manager Yearly Bonus for Over Quota | $1000.00 | Sales Associate | 10.00 an hour | Sale Supervisor | $15.00 an hour | Manager | $35,000 a year | Store Manager | $50,000 with Stock options | Salesperson | $10.00 Commission on a sale of a 499.99 phone | Plan for Motivating the Sales Force The plan for motivating the sales team is to have weekly manager meetings to evaluate their staff and determine new incentives and bonus for sales. Another......

Words: 782 - Pages: 4

Marketing Plan Phase Iii

...Marketing Plan Phase III When a new product is introduced to the market, consumers go through a phase, which influences their decision to accept it or not. Different groups of consumers accept new products or ideas at different rates. Some accept the new item as soon as it is introduced to the market, but others wait until the item has been on the market for a length of time; meaning it usually takes time for a new product to saturate or diffuse a market (Bearden, Ingram, & LaForge, 1995). Team A will describe the attributes of the new product, elaborate on the products lifecycle, determine a differentiation and positioning strategies and introduces a pricing strategy. Product Attributes McDonald’s is proud to present its’ New Healthy Fish Sandwich. It is tasty, filling with a low calorie intake. It has special benefits for diabetics, people with high blood pressure, and high cholesterol, giving them a place to grab fast food on the go. The Healthy Fish Sandwich is excellent for consumers who want to make and maintain a healthy lifestyle. The fish remains sealed and packaged in a special wrapping FDA approved to keep fish fresh longer. The wrap is biodegradable, foil insulated, and un-waxed with the McDonald’s logo. This special sealing is important because the fish is imported from the colder waters and the deeper sea regions of the North Atlantic Ocean, and delivered too many destinations. Infrastructure is important while importing and exporting the fish for a......

Words: 2117 - Pages: 9