The Course Project For MKTG425 Is A Sales Plan That Includes

The Course Project For Mktg425 Is A Sales Plan That Includes Designing

The Course Project for MKTG425 is a sales plan that includes designing a sales organization structure, code of ethics, communications policy, lead generation plan, sales call policy, presentation strategy, training plan, relationship management plan, and internal communications policy. You may do your project on any of the following: an imaginary business that you could start, a potential business that you plan to start, or an existing business that does not have a sales plan. You will need to select a product for the business to sell. The project is from the perspective of a sales manager aiming to pursue the financial and ethical goals of the organization while maintaining a productive and motivated sales force.

The product or service you select should not be something that can easily be purchased online. Part of the selling process involves making a sales presentation to a prospective customer, which includes building rapport, identifying needs, and overcoming objections. Contact the instructor during week one if you have questions or want feedback on your product or service idea.

Paper For Above instruction

In this comprehensive sales plan, I will outline the strategies, organizational structure, ethical principles, and communication policies necessary to establish and manage an effective sales force for a hypothetical business. The chosen business for this plan is a boutique fitness studio specializing in personalized training programs for busy professionals. This business model is selected because fitness services are often purchased in person, and the product cannot be easily bought online—making effective personal selling essential.

Business Overview and Product Selection

The boutique fitness studio, named "Vitality Personal Training," aims to offer tailored exercise regimens aimed at enhancing health, wellness, and fitness in a convenient setting. Unlike standard gyms, Vitality provides personalized coaching, progress tracking, and flexible scheduling, ensuring individualized attention that aligns with clients' specific health goals. This personalized approach requires in-depth consultations, rapport-building, and needs assessment, making it ideal for developing a sales strategy centered on personal selling techniques.

Sales Organization Structure

The sales organization will be structured with a Sales Manager overseeing a team of certified personal trainers acting as sales representatives. The trainers not only deliver services but also actively participate in sales activities, including lead generation, client consultations, and follow-up. This hybrid model ensures that sales efforts are integrated with service delivery, fostering a client-centric approach. The structure promotes collaboration, accountability, and motivation, with clear roles and performance metrics aligned with organizational goals.

Code of Ethics and Ethical Goals

The ethical standards will emphasize honesty, transparency, and client welfare. Ascertaining clients' true needs, setting realistic expectations, and safeguarding client confidentiality are core principles. The sales team will be trained to prioritize long-term relationships over quick sales, aligning with the organization’s ethical goals of building trust and fostering repeat business. Ethical behavior will be reinforced through regular training and accountability measures, ensuring compliance with industry standards and fostering a positive reputation.

Communications Policy

The communications policy will specify protocols for internal and external communications. Internally, daily team meetings will coordinate sales activities and share insights. Externally, communication with prospects and clients must adhere to professionalism, respond promptly, and provide accurate information. The policy will also include guidelines on digital communications, social media use, and confidentiality, ensuring consistent and ethical messaging that enhances brand credibility.

Lead Generation Plan

Lead generation will focus on community engagement, referral programs, and targeted local advertising. Strategies include hosting free wellness seminars, partnering with local businesses, and encouraging satisfied clients to refer friends. An online presence will complement these efforts through a user-friendly website with client testimonials and class schedules. Additionally, the team will utilize CRM software to track leads, schedule follow-ups, and analyze conversion rates, optimizing lead management.

Sales Call Policy and Presentation Strategy

Sales calls will follow a structured approach emphasizing rapport-building, needs assessment, presentation, handling objections, and closing. Trainers will be trained to ask open-ended questions, listen actively, and tailor presentations to client needs. Visual aids like progress charts and success stories will enhance presentations. Overcoming objections will focus on addressing concerns empathetically and demonstrating value, such as flexible scheduling and customized programs.

Training Plan

Regular training sessions will be conducted covering sales techniques, product knowledge, and ethical standards. Role-playing scenarios will simulate client interactions to build confidence and skills. Trainers will also be trained on the use of CRM systems and digital marketing tools. Ongoing professional development will foster motivation and competence, ensuring that team members stay updated on industry trends and sales best practices.

Relationship Management and Internal Communications

Long-term relationship management will be prioritized through personalized follow-ups, milestone celebrations, and loyalty incentives. The sales team will maintain constant contact to nurture client retention. Internally, a collaborative environment will be promoted through weekly team meetings, shared performance dashboards, and open feedback channels. This fosters a motivated sales force aligned with organizational values and goals.

Conclusion

This sales plan provides a comprehensive framework for establishing, managing, and sustaining an effective sales force within Vitality Personal Training. By integrating ethical standards, targeted communication policies, and strategic tactics like lead generation and client relationship management, the business is positioned to achieve financial success and a loyal customer base. Personal selling plays a pivotal role in this model, emphasizing trust-building, client needs assessment, and customized solutions to foster growth and long-term success.

References

• Chen, P., & Lee, K. (2020). Principles of Sales Management (2nd ed.). New York: Routledge.
• Kotler, P., & Keller, K. L. (2016). Marketing Management (15th ed.). Pearson.
• Cravens, D. W., & Piercy, N. F. (2013). Strategic Marketing (10th ed.). McGraw-Hill Education.
• Gitomer, J. (2018). The Little Red Book of Selling: 12.5 Principles of Sales Greatness. Bard Press.
• Moncrief, W. C., & Marshall, G. W. (2005). The Evolution of the Seven Steps of Selling. Journal of Personal Selling & Sales Management, 25(2), 121-135.
• Rackham, N. (1988). SPIN Selling. McGraw-Hill.
• Jobber, D., & Lancaster, G. (2015). Selling and Sales Management (10th ed.). Pearson.
• Homburg, C., Klarmann, M., & Vomberg, A. (2015). When Should the Customer Really Be King? On the Combinative Power of Customer Orientation and Salesperson Performance. Journal of Marketing, 69(3), 1-20.
• Anderson, E., & Berry, L. M. (2019). Relationship Marketing. Routledge.
• Peppers, D., & Rogers, M. (2016). Managing the Customer Experience. John Wiley & Sons.