Integrated Sales and Marketing Procedures

Sales and Marketing Procedures manual takes best practices and sound advice from experts in the sales and marketing fields and brings them together in one well organized, easy-to-use, and readily customizable template to manage your sales and marketing processes. The Sales and Marketing Procedures manual helps you organize and manage these essential functions, giving you direction and guidance to help you turn the art of marketing and sales into science. This manual helps you break down the barriers between sales and marketing departments. It emphasizes communication and unity of purpose, helps you set a clear course for your sales and marketing strategy, and lays the foundation for continual improvement.

Sales & Marketing Procedures For Sales Pipeline Management

US$ 595.00 Includes six (6) modules: 1. Introduction and Table of Contents 2. Guide to preparing a well written manual 3. A Sample Sales & Marketing Executives Manual covering common requirements and practices 4. 32 Policies and 89 corresponding forms 5. Guide to Internet Marketing 6. Complete Index Choose your delivery option: Hard Cover Book plus CD containing all documents in editable Microsoft Word format and instant download or Instant download only (no shipping)

32 Prewritten Policies and Procedures

1. Advertising 2. Customer Life Cycle 3. Customer Quality 4. Customer Requirements 5. Customer Service 6. Direct Mailing Marketing 7. Goals and Objectives 8. Internet Marketing 9. Lead Assessment 10. Marketing Plan 11. Marketing Research and Analysis 12. Marketing Strategy Plan 13. Meeting 14. Product Cycle Management 15. Product Development 16. Product Launching 17. Product Recall 18. Public Relations 19. Sales Administration 20. Sales and Marketing Document Control 21. Sales and Marketing Records Management 22. Sales Call Management 23. Sales Compensation Plan 24. Sales Hiring 25. Sales Lead Management 26. Sales Supplies 27. Sales Training Plan 28. Situation Analysis 29. Stakeholder Analysis 30. Strategy Team 31. Trade Show Event 32. Vision and Mission

89 Forms and Records

1. Project Planning Timeline 2. Project Status Report 3. Strategy Team Review Checklist 4. Project Progress Review Checklist 5. Stakeholder Analysis Matrix 6. Stakeholder Analysis Review Checklist 7. Stakeholder Analysis Report 8. Market Segmentation Worksheet 9. Marketing Database 10. Market Analysis 11. SWOT Analysis Worksheet 12. Competitive Analysis Worksheet 13. Situational Analysis Report 14. Goals/Objectives Worksheet 15. Goals/Objectives Statement 16. Marketing Strategy Matrix 17. Strategy Checklist 18. Marketing Strategy 19. Marketing Plan 20. Marketing Budget Template 21. Advertising Review Worksheet 22. Advertising Objectives-Strategies Worksheet 23. Advertising Plan 24. Advertising Schedule (Sample) 25. Internet Planning Worksheet 26. Internet Plan 27. Keyword Log 28. Public Relations Plan Worksheet

Have questions? Email: sales@bizmanualz.com

How to Order: Online: www.bizmanualz.com By Phone: 3134-863-5079 800-466-9953 By Fax: 314-863-6571

Forms and Records, continued... 29. PR Event Checklist 30. Public Relations Plan 31. Media Kit Checklist 32. Press Release Template 33. PR Events Log 34. Trade Show / Event Planning Worksheet 35. Trade Show Plan 36. Trade Show Worksheet 37. Trade Show Checklist 38. Trade Show / Event Supply Checklist 39. Equipment Request from Inventory 40. Show Registration 41. Visitor Evaluation 42. Trade Show / Exhibit Summary 43. Direct Mail Planning Worksheet 44. Direct Mail Budget Worksheet 45. Direct Mail Plan 46. Lead Management Plan 47. Leads Database 48. Lead Management Status Report 49. Customer Life Cycle Management Plan 50. Sales Management Plan 51. Sales Forecast 52. Weekly Sales Summary 53. Prospect Management Plan 54. Prospect Database 55. Qualifying Questionnaire 56. Sales Plan 57. Customer Database 58. Order Database 59. Customer Contact Worksheet 60. Sales Account Maintenance Plan 61. Customer Improvement Plan 62. Customer Improvement Goals Worksheet 63. Customer Feedback Form 64. Customer Complaint-Feedback Strategy 65. Document Request 66. Document Control Database 67. Sales/Marketing Records List 68. Sales Supply Checklist/Order Form 69. Sales Compensation Plan 70. Qualification Checklist 71. Interview Guidelines 72. Sales Competency Matrix 73. Individual Sales Training Record 74. Sales Training Plan 75. Meeting Agenda 76. Product Life Cycle Management Plan 77. Request for Engineering Action 78. Requirements Definition 79. Product Brief 80. Design Review Checklist 81. Design Completion Checklist - Electromechanical Devices 82. Design Completion Checklist - Non-Electromechanical Devices 83. Product Test 84. Product Launch Plan 85. Product Recall Request (Internal) 86. Food Product Recall Checklist 87. Non-Food Product Recall Checklist 88. Product Return Form 89. Customer Requirements Checklist

Sales & Marketing Procedures For Sales Pipeline Management

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Document ID SL1020 Revision 0.1 Effective Date: mm/dd/yyyy

Title QUALIFYING LEADS Prepared By Reviewed By Approved By

Print Date mm/dd/yyyy Date Prepared mm/dd/yyyy Date Reviewed mm/dd/yyyy Date Approved mm/dd/yyyy

Applicable Standard: None Policy: In order to focus the efforts of the professional sales staff, the company shall determine which leads generated by advertising, marketing, and sales are prospective customers that should receive a sales call. To outline the procedure for classifying sales leads and to identify leads ready for the attention of the professional sales staff. This procedure applies to all sales leads generated by marketing, advertising, and sales efforts. Marketing shall regularly provide the Sales Administrators with all leads generated by inquiry forms. Marketing shall adjust marketing techniques according to leads and sales statistics provided by Sales Management. Sales Administrators shall gather information in order to qualify leads according to the prospect of potential sales, then attempt to set a sales call appointment for qualified leads. Sales Administrators shall also maintain a Leads Database, for information about all incoming leads, and a Prospects Database, for information on qualified leads. Sales Administrators shall complete the SL1020-3 LEAD QUESTIONNAIRE and maintain the SL1020-2 PROSPECT DATABASE Sales Management shall set the qualifying procedure, define the qualifying parameters, and supply the Sales Administrators with the proper training, forms, and tools necessary to qualify leads. Sales Management shall also monitor and adjust the qualifying procedures and its associated forms and records in order to maximize efficiency and meet lead, prospect, and sales targets. Professional Sales Staff shall provide information to the Sales Management on a daily or weekly basis on the sales status of qualified leads. Definitions: Lead: Any potential customer whose name and/or information was

Purpose: Scope: Responsibilities :

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garnered through sales, marketing, or advertising techniques. Lead Inquiry Form: A brief questionnaire form (available through trade shows, web pages, and advertising tear cards for example), that has been completed and submitted by a potential customer. Qualified Lead or Prospect: A business, organization, or individual identified by the company as having: a current or impending need; the resources to purchase or lease the Company's product; and the authority to purchase/lease. Procedure:

QUALIFYING LEADS PLAN

1.1 Sales Management shall communicate daily/weekly targets for the number of incoming leads and the number of qualified leads stated in the SL1010-1 SALES MANAGEMENT PLAN to Sales Administrators. Sales Management shall develop a process to assign a category to incoming leads according to the source of the lead and the information available about the lead. Sales Management shall provide all the necessary forms and schedules required for qualifying leads. Sales Management and Marketing Management shall develop a SL1020-2 PROSPECT DATABASE. The Sales Administrators shall process incoming leads according to the Qualifying Lead Procedure, determine status of lead quality according to defined categories, and take the appropriate action as determined by SL1020-1 PROSPECT MANAGEMENT PLAN. The Sales Administrators and Professional Sales Staff shall maintain the SL1020-2 PROSPECT DATABASE. Sales Administrators and Professional Sales Staff shall submit regular (daily/weekly/monthly) reports to Sales Management with information on the number of incoming leads and their sources, qualified leads and their sources, and sales and their lead sources. Marketing and the Professional Sales Staff shall supply the Sales Administrators with leads on a daily basis through the MT1060-2 LEADS DATABASE. Sales Administrators shall enter the information available on the Lead Inquiry Form into the MT1060 LEAD DATABASE and onto a Lead Questionnaire.

1.2

1.3 1.4 1.5

1.6 1.7

QUALIFYING LEADS
2.1

2.2

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2.3

Sales Administrators shall interview leads to collect and/or complete the required lead information using the SL1020-3 LEAD QUESTIONNAIRE. Sales Administrators shall start the qualifying lead for phone inquires upon receiving the call. Sales Administrators shall respond to inquiry forms received by mail, web forms, or email within 48 hours.

2.4

The Sales Administrator shall evaluate the lead and its associated information and make a determination on the qualifying status according to the SL1020-3 LEAD QUESTIONNAIRE and the required action according to the SL1020-1 PROSPECT MANAGEMENT PLAN. Any Lead determined by the Sales Administrator to fit into Category 3 or Category 4 on the SL1020-3 LEAD QUESTIONNAIRE shall be deemed a qualified lead or prospect. The Sales Administrator shall update the MT1060 LEAD DATABASE and enter qualified leads and associated information into the SL1020-2 PROSPECT DATABASE. Sales Administrators shall attempt to set a sales appointment within two weeks for all qualified leads.

2.5

Each subsequent contact with a lead by a Sales Administrator or the Professional Sales Staff shall result in a re-interview of the lead. The information on the SL1020-3 LEAD QUESTIONNAIRE shall be updated and the qualifying status of the lead re-evaluated. The MT1060-2 LEAD DATABASE and SL1020-2 PROSPECT DATABASE shall be updated after each lead contact The Sales Administrator shall complete the SL1010-3 SALESLEADS TARGETS form with the actual number of leads interviewed, the number of leads qualified, and the number of sales appointments set, and submit the form to Sales Management daily or weekly.

2.6

3.0
3.1

MONITORING THE QUALIFYING PROCESS

Sales Management shall review daily or weekly the information provided on the SL1020-2 PROSPECT DATABASE leads, to determine if targets leads contacted, leads qualified, and sales appointments are being reached. Sales Management shall review daily/weekly on the MT1060 LEAD DATABASE and the SL1020-2 PROSPECT

3.2

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DATABASE to determine which marketing, advertising, and sales efforts are most effective at providing leads, qualified leads, and sales appointments.

4.0
4.1

IMPROVING THE QUALIFYING PROCESS

Sales Management shall review and improve, as required, procedures and forms for effectively qualifying leads and meeting sales pipeline goals including the following: Information collected in the on MT1060-3 LEAD DATABASE and the SL1020-2 PROSPECT DATABASE Information collected during lead interviews and how information is used to qualify leads (category placement, number and types of categories) on the SL1020-3 LEAD QUESTIONNAIRE Sales pipeline goals The SL1020-1 PROSPECT MANAGEMENT PLAN

4.2

Sales Management shall meet regularly with the Sales Administrators to review the SL1010-3 SALES-LEADS TARGETS and make improvements and adjustments in the qualifying leads process. Sales Management shall meet regularly with Marketing to review which marketing techniques provide the largest number and highest percentage of leads, qualified leads, and sales appointments.

4.3

References: A. Sales & Marketing Executives' Manual Section 5.3.3 "Qualifying Leads"

Additional Resources: Principles of Marketing - Part 18: The Selling Process, KnowThis.com, http://www.knowthis.com/tutorials/principles-ofmarketing/the-selling-process.htm Forms/Records: SL1020-1 PROSPECT MANAGEMENT PLAN SL1020-2 PROSPECT DATABASE SL1020-3 QUALIFYING QUESTIONNAIRE

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Revision History: Revision 0.0 Date Description of changes Initial Release Requested By

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SL1020-1 PROSPECT MANAGEMENT PLAN Category 0 1 Description Not a potential customer; no interest or need in product or service A lead whose needs and status are unknown Action Note on Leads Database

Attempt to gather further information and find a point of contact and note in Leads Database. A lead that uses a provided product or service, Maintain mail/email but does not have a current or impending contact, note dates of future need, or lacks the resources or authority to activity in Leads Database purchase a provided product or service, or has low interest in the product or service A lead that has an future, but not impending Add to Prospects Database, need, has the resources, and has the authority pass prospect information to buy or use a provided product or service, or to Sales. has moderate interest in the product or service A lead that has a current or immediate need, Add to Prospects Database, has the resources, and has the authority to buy Set Sales appointment, Pass or use a provided product or service, has a prospect information to high level of interest in the product or service, Sales Staff. and is willing meet with Sales.

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SL 1020-2 PROSPECT DATABASE

Company Name Primary Activity Address Contact Contact Phone Contact Title Prospect Category Qualifying Points Comments

Comments:

Approval: Date

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SL1020-3 LEAD QUESTIONNAIRE

Completed by: Contact Information: Name: Email: Title: Date of Inquiry: Phone: Date of Interview:

Company: Company Address: Primary Business Activity: Secondary Business Activity: Product/Service Inquiry: Source of Reference: Timeframe Product/Service Needed: Number of Employees: Number of Locations: Number of Employees at this location: Primary Customers: Funding Available for Product/Service?: Current Provider/Vendor: Yearly Quantities/Sales: Authority to Purchase?: Problems to be Solved by Purchase: Desire Sales Appointment?: Sales Appointment Date/Time: Overall Prospect Category:

Appointment Location:

0 - No need or interest in Product/Service: 1 - Required information not available 2 Uses Product/Service, has low interest, no impending need, or no funding 3 Uses Product/Service, has moderate interest, and a future need 4 Uses Product/Service, high interest, immediate need, and funding; sales appointment set Comments:

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Sample Procedure

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