Annual Sales Plan and Market Forecast of Hp Techworld

Marketing objective: Increase the sale by more than 20%. Create new customers and crack the untapped market. Retaining the market by continuous customer building and relationship management. To sustain the leadership position in the market. Find out the limitation in sales and distribution process cover the loop holes. Utilize the Sales person in a best possible manner make them as effective team.

Prospect Area: Bandra, KharRoad, Andheri, Ville-Parle, SantaCruz, Malad, Thakur Village, Borivali, kandivali, Goregaon, Worli, Dhaisar.(Western Suburbs)

Sales Team:

Sales Manager

Sales representative (Retail)

Sales representative (Institutional Sales)

Sales representative (After Sales Service)

Network Sales

SELLING PROCESS:
Method: Collection of database of all the susceptive area and institution. Classification of the database and find out the potential of the market. Find out the market requirement, Competitors strategy and design the Sales Strategy accordingly. Allocate the sales person all the database of its field and instruct them how to approach. Appointment from customer for fixing the sales meeting and sending the quotation of products by mail. Face to face product presentation and demonstration. Negotiation with the customer and after that tries to build a long term sales relationship.

Forecasting: Market Potential and New products: As the industry is growing at 21% and because we are the market leader so possible we grow at around 25% this year. Mumbai western (suburbs) more than 30 commercial places would be starting this year. 10 new management colleges opened within this area this year. Hp PC range launched this year new Slim line, Hp Elite and Hp all in one touch screen range created lot of buzz in the market and expected to be increase the Hp PC demand by 20% in the market. Hp Notebook new range launched this year Hp Envy 3drange, Hp Touch Smart are one of its kind and will boost up the Hp notebook Sales by around 28%. Large number of latest technology printer range introduced for both office and commercial use and photo smart which create lot of demand in the market.

Market Sales Forecast:

Product

(Expected Sales in 2012-13in Units) 1800 900 600 1000 4000

Institutional Selling (In units)

Retail Selling (In units)

Sales in Rs. (figures in laces) 840 720 40 200 40

PCs Laptop Printer MFD Consumables

1700 1200 400 750 2800

800 600 200 250 1200

Increase in sales unit compared to last Year in (%) 20% 28% 20% 11% 60%

Increase in sales revenue compared to last year in(%) 20% 28.5% 33% 12.5% 60%

Sales Budget:
Monthly expense Amount in Rs.

Communication expense(mail, telecom) Conveyance Transportation Charges (for goods delivery) Miscellaneous exp Advertisments and Promotion exp Sales and Marketing Staff Salary Office rent Total monthly exp

5000 10,000 10,000 5,000 10,000 40,000 15,000 1,10,000

Sales Quotas:
Sales representative (retail) Visit 6 day to market in a week.

 Collect the stock data and market demand. Report to the Sales manager. Every day have to cover at least 15 stores. Monthly Sales target PC45, Notebook50, and Printer 15, MFD18, and Consumables 1000 units. Sales representative (Institutional Sales) Visit on appointment which is prescheduled for a week. Give the Quotation to the clients and detail of the products and take their offer price and forward Marketing Manager all the detail. Field visit 6 days in a week. Monthly Sales target finalize deal with at least 10 institutions. Sales representative (Corporate) All data collection and communication done by marketing manager and Sales representative will visit Corporate Office for the demo of the product and for the briefing.

Hp Expected Sales Growth in 2012-13 in 2010-11

In units

7000 6000 5000 4000 2011-12 3000 2000 1000 0 PC Laptop Printer MFD Consumables 2010-11