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SAMPLE PACKAGE

Sales and Marketing


Policies, Procedures & Forms
ABR44

This Sample Package contains: Part A: Overview of the Sample Package (1 page) Part B: Table of Contents (12 pages) Part C: Policy, procedures and form set (12 pages)

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Sales and Marketing Policies, Procedures & Forms


A: Overview of the Sample Package Thank you for viewing this sample content from the Sales and Marketing Policies, Procedures and Forms. The following 14 pages contain an abridged version of the Table of Contents, with key sections shown in full detail and supporting sections listed as Tab Headings only. Following the Table of Contents is a complete policy, procedures and form(s) set from this manual. This policy for Situational Analysis exemplifies the content, writing style and format of the full manual. The Manufacturing Procedure (MP1040) is located in the manual under Tab 400: Marketing Planning.

TERMS AND DEFINITIONS Manual: A system of approved policy statements and corresponding procedural guidelines
and supporting forms that direct an organization toward its operational goals.

Policy: A stated course of action with a defined purpose and scope to guide decision-making
under a given set of circumstances within the framework of corporate objectives, goals and management philosophies.

Procedure: A series of prescribed steps followed in a definite regular order which ensure
adherence to the guidelines set forth in the Policy to which the Procedure applies

Activity: An action, element or decision representing a prescribed step in the Procedure


process.

Task: A detailed component of an Activity specifying required behavior to complete the


activity.

Form: A pre-formatted document containing instructions and place-holders for data entry to
monitor progress through a particular Procedure and to ensure proper record-keeping.

Whats in the Shipment: 1. Three-Ring Binder with over 650 pages of printed material 2. CD-Rom with all content in MS-Word files

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Sales and Marketing Policies, Procedures & Forms

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Sales and Marketing Policies, Procedures, and Forms

Table of Contents
Section ID 100 200 Section Name Tab Introduction...................................................................... Tab 1 Manual Preparation.......................................................... Tab 2 1. Introduction 2. Installation Instructions 3. Your Sales and Marketing Executives' Manual 4. Effective Communication 5. Sales and Marketing Procedures 300 Sales and Marketing Executives' Manual ...................... Tab 3 1.0 Purpose 2.0 Scope 3.0 Management Responsibility 4.0 Sales & Marketing Management System 5.0 Processes and Controls 6.0 Resource Management 400 MP1000 Marketing Planning.......................................................... Tab 4 Strategy Team 1.0 Forming the Strategy Team 2.0 Planning a Development Schedule 3.0 Project Cycle Management 4.0 Project Review Forms/Records MP1000-1 Project Planning Timeline MP1000-2 Project Status Report MP1000-3 Strategy Team Review Checklist
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Section ID

Section Name

Tab

MP1000-4 Project Progress Review Checklist MP1010 Stakeholder Analysis

1.0 Identify Project Stakeholders and Interests 2.0 Determine Stakeholder Influence and Importance 3.0 Stakeholder Analysis Review 4.0 Stakeholder Analysis Report Forms/Records MP1010-1 Stakeholder Analysis Matrix MP1010-2 Stakeholder Analysis Review Checklist MP1010-3 Stakeholder Analysis Report MP1020 Vision and Mission 1.0 Vision and Mission Statement Background 2.0 Mission Statement 3.0 Vision Statement 4.0 Communicating the Vision / Mission 5.0 Vision / Mission Review MP1030 Marketing Research / Analysis

1.0 Objective The Target Market 2.0 Identifying the Target Market 3.0 Collecting and Organizing Market Data 4.0 Analyzing and Interpreting Market Data 5.0 Findings & Conclusions 6.0 Adjusting the Marketing Database Forms/Records MP1030-1 Market Segmentation Worksheet MP1030-2 Marketing Database MP1030-3 Market Analysis

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Section ID MP1040 Situational Analysis

Section Name

Tab

1.0 Situational Analysis Introduction 2.0 Assessing the Company's Situation 3.0 Scoring Attributes 4.0 Analyzing Data 5.0 Situational Analysis Report Forms/Records MP1040-1 SWOT Analysis Worksheet MP1040-2 Competitive Analysis Worksheet MP1040-3 Situational Analysis Report MP1050 Goals and Objectives

1.0 Goals and Objectives Background 2.0 Setting Goals and Objectives 3.0 Reviewing and Finalizing Goals and Objectives 4.0 Communicating Goals and Objectives 5.0 Monitoring Goals and Objectives Forms/Records MP1050-1 Goals/Objectives Worksheet MP1050-2 Goals/Objectives Statement MP1060 1.0 2.0 3.0 4.0 Marketing Strategy Marketing Strategy Introduction Developing Marketing Strategy Finalizing Marketing Strategies Marketing Strategy Review Forms/Records MP1060-1 Marketing Strategy Matrix MP1060-2 Strategy Checklist MP1060-3 Marketing Strategy

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Section ID MP1070 Marketing Plan

Section Name

Tab

1.0 Marketing Plan Background 2.0 Developing the Marketing Plan 3.0 Reviewing and Finalizing the Marketing Plan 4.0 Monitoring the Marketing Plan Forms/Records MP1070-1 Marketing Plan MP1070-2 Marketing Budget Template 410 MT1000 Marketing Tactics............................................................. Tab 5 Advertising 1.0 Advertising Plan Background 2.0 Developing the Advertising Plan 3.0 Monitoring & Measuring the Advertising Plan 4.0 Updating the Advertising Plan Forms/Records MT1000-1 Advertising Review Worksheet MT1000-2 Advertising Objectives-Strategies Worksheet MT1000-3 Advertising Plan MT1000-4 Advertising Schedule (Sample) MT1010 Internet Marketing

1.0 Internet Marketing Background 2.0 Developing the Internet Plan 3.0 Implementing the Internet Plan 4.0 Monitoring the Internet Plan 5.0 Updating the Internet Plan Forms/Records MT1010-1 Internet Planning Worksheet MT1010-2 Internet Plan MT1010-3 Keyword Log

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Section ID MT1020 Public Relations 1.0 Background

Section Name

Tab

2.0 Developing a Public Relations Plan 3.0 Implementing the PR Plan 4.0 Monitoring the PR Plan 5.0 Updating the PR Plan Forms/Records MT1020-1 Public Relations Plan Worksheet MT1020-2 PR Event Checklist MT1020-3 Public Relations Plan MT1020-4 Media Kit Checklist MT1020-5 Press Release Template MT1020-6 PR Events Log MT1030 Trade Shows / Events

1.0 Planning Trade Shows and Events 2.0 Exhibiting 3.0 Trade Show/Exhibit Evaluation 4.0 Adjusting the Trade Show/Exhibit Plan Forms/Records MT1030-1 Trade Show / Event Planning Worksheet MT1030-2 Trade Show Plan MT1030-3 Trade Show Worksheet MT1030-4 Trade Show Checklist MT1030-5 Trade Show / Event Supply Checklist MT1030-6 Equipment Request from Inventory MT1030-7 Show Registration MT1030-8 Visitor Evaluation MT1030-9 Trade Show / Exhibit Summary

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Section ID MT1040 Direct Mail

Section Name

Tab

1.0 Introduction / Background 2.0 Direct Mail Planning 3.0 Direct Mail Campaign 4.0 Monitoring and Measuring Direct Mail 5.0 Adjusting the Direct Mail Plan Forms/Records MT1040-1 Direct Mail Planning Worksheet MT1040-2 Direct Mail Budget Worksheet MT1040-3 Direct Mail Plan MT1050 Lead Management

1.0 Planning Lead Management 2.0 Implementing the Lead Management Plan 3.0 Monitoring and Measuring Lead Management 4.0 Improving Lead Management Forms/Records MT1050-1 Lead Management Plan MT1050-2 Leads Database MT1050-3 Lead Management Status Report 420 SL1000 Sales ................................................................................. Tab 6 Customer Life Cycle Management 1.0 Customer Life Cycle Stages and the Sales Pipeline 2.0 Customer Life Cycle Management Plan 3.0 Customer Life Cycle Management 4.0 Monitoring Customer Life Cycle Management 5.0 Improving Customer Life Cycle Management Forms/Records SL1000-1 Customer Life Cycle Management Plan

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Section ID SL1010 Sales Management

Section Name

Tab

1.0 Sales Management Plan Overview 2.0 Developing the Sales Management Plan 3.0 Executing the Sales Management Plan 4.0 Monitoring the Sales Management Plan 5.0 Correcting the Sales Management Plan Forms/Records SL1010-1 Sales Management Plan SL1010-2 Sales Forecast SL1010-3 Weekly Sales Summary SL1020 Qualifying Leads

1.0 Qualifying Leads Planning 2.0 Qualifying Leads 3.0 Monitoring the Qualifying Process 4.0 Improving the Qualifying Process Forms/Records SL1020-1 Prospect Management Plan SL1020-2 Prospect Database SL1020-3 Qualifying Questionnaire SL1030 Sales Calls

1.0 Planning Sales Calls 2.0 Conducting Sales Calls 3.0 Monitoring Sales Call Effectiveness 4.0 Adjusting the Sales Call Process 5.0 Sales Account Maintenance Forms/Records SL1030-1 Sales Plan SL1030-2 Customer Database SL1030-3 Order Database

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Section ID

Section Name

Tab

SL1030-4 Customer Contact Worksheet SL1030-5 Sales Account Maintenance Plan SL1040 Customer Improvement

1.0 Customer Improvement Plan 2.0 Customer Improvement Actions 3.0 Measuring Customer Improvement 4.0 Enhancing Customer Improvement Forms/Records SL1040-1 Customer Improvement Plan SL1040-2 Customer Improvement Goals Worksheet SL1050 Customer Service

1.0 Customer Service Goals 2.0 Customer Service Plan 3.0 Servicing Complaints and Feedback 4.0 Measuring Customer Service 5.0 Improving Customer Service Forms/Records SL1050-1 Customer Feedback Form SL1050-2 Customer Complaint-Feedback Strategy 430 AD1000 Sales / Marketing Administration ................................... Tab 7 Document Control 1.0 Procedure Format 2.0 Work Instructions 3.0 Forms 4.0 Sales Collateral 5.0 Document Approval 6.0 Temporary Document Changes 7.0 Document Revisions

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Section ID 8.0 External Documents 9.0 Document Distribution

Section Name

Tab

10.0 Document / Collateral Review Forms/Records AD1000-1 Document Request AD1000-2 Document Control Database AD1010 Record Control

1.0 Identification of Records 2.0 Record Generation 3.0 Filing and Tracking 4.0 Record Maintenance Forms/Records AD1010-1 Sales/Marketing Records List AD1020 Sales Supplies

1.0 Identifying Sales Supplies 2.0 Supplying Salespeople 3.0 Measuring Use and Effectiveness of Sales Supplies 4.0 Updating the Sales Supply List Forms/Records AD1020-1 Sales Supply Checklist/Order Form AD1030 Sales Compensation

1.0 Sales Compensation Plan - Background 2.0 Creating the Sales Compensation Plan 3.0 Monitoring the Sales Compensation Plan 4.0 Improving the Sales Compensation Plan Forms/Records AD1030-1 Sales Compensation Plan

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Section ID AD1040 Sales Hiring 1.0 Sales Hiring Plan

Section Name

Tab

2.0 Selecting Sales Candidates 3.0 Interviewing Sales Candidates 4.0 Second Interviews and Making an Offer 5.0 Monitoring the Sales Hiring Process 6.0 Improving the Sales Hiring Process Forms/Records AD1040-1 Qualification Checklist AD1040-2 Interview Guidelines AD1050 Sales Training

1.0 Sales Training Plan 2.0 Sales Training 3.0 Monitoring Sales Training 4.0 Improving Sales Training Forms/Records AD1050-1 Sales Competency Matrix AD1050-2 Individual Sales Training Record AD1050-3 Sales Training Plan AD1060 Meetings

1.0 Meetings Background 2.0 Preparing for Meetings 3.0 Conducting Meetings 4.0 Meeting Follow-Up 5.0 Meeting Review Forms/Records AD1060-1 Meeting Agenda

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Section ID 440 PM1000

Section Name Product Life Cycle Management

Tab

Product Management ...................................................... Tab 8 1.0 Product Life Cycle Management Background 2.0 Product Life Cycle Management Plan 3.0 Following the Product Life Cycle 4.0 Monitoring Product Life Cycle Management 5.0 Improving Product Life Cycle Management Forms/Records

PM1000-1 Product Life Cycle Management Plan PM1010 Product Development

1.0 Product/Process Initiation 2.0 Determining Requirements and Objectives 3.0 Meeting Requirements and Objectives 4.0 Design Acceptance 5.0 Design Validation and Testing Forms/Records PM1010-1 Request for Engineering Action PM1010-2 Requirements Definition PM1010-3 Product Brief PM1010-4 Design Review Checklist PM1010-5 Design Completion Checklist Electromechanical Devices PM1010-6 Design Completion Checklist Non-Electromechanical Devices PM1010-7 Product Test PM1020 Product Launch

1.0 Product Launch Plan 2.0 Executing the Product Launch Plan 3.0 Monitoring the Product Launch Plan 4.0 Improving the Product Launch Plan

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Section ID Forms/Records PM1020-1 Product Launch Plan PM1030 Product Recalls

Section Name

Tab

1.0 Product Recall Initiation 2.0 Product Recall Communications 3.0 Handling Recalled Product 4.0 Review of Product Recall Process Forms/Records PM1030-1 Product Recall Request (Internal) PM1030-2 Food Product Recall Checklist PM1030-3 Non-Food Product Recall Checklist PM1030-4 Product Return Form PM1040 Customer Requirements

1.0 Requirements General 2.0 Requirements Acquisition 3.0 Revised Requirements 4.0 Requirements Review Forms/Records PM1040-1 Customer Requirements Checklist 500 600 700 Guide to Internet Marketing ............................................ Tab 9 Index ................................................................................. Tab 10 Notes................................................................................. Tab 11

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Document ID MP1040 Revision 1.0 Effective Date

Title SITUATIONAL ANALYSIS Prepared By Reviewed By Approved By

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

Applicable Standard: None Policy: Purpose: The Company should periodically (annually, at a minimum) conduct an investigation and analysis of the market environment. To develop an understanding of where and how the Company is situated and how it interacts with the business environment; to realistically evaluate its current situation and prospects in order to develop a meaningful business (and marketing) strategy; to know where the Company stands, where it wants to go, and how it is going to get there; to leverage the Company's strengths and correct or minimize its weaknesses. This procedure applies to the Company President/CEO, the Marketing Manager, and the Sales Manager. The CEO/President is responsible for ensuring the situational analysis is appropriate for developing marketing and sales strategies. The Strategy Team is responsible for gathering information on the Company's situation, analyzing the information, and preparing and presenting a situational analysis report. Definitions: Situational analysis An in-depth process for developing an understanding of the needs of the customer, which involves a combination of data gathering techniques conducted from a variety of internal and external perspectives; a methodology used to aid the organization's strategic planning process; identifying, evaluating, and planning around the organization's strengths, weaknesses, opportunities, and threats. Also known as a "SWOT analysis". SWOT Stands for "Strengths, Weaknesses, Opportunities, and Threats", aspects of a situational analysis. Procedure:

Scope: Responsibilities:

SITUATIONAL ANALYSIS INTRODUCTION


1.1 Strengths and weaknesses, when compared and contrasted with opportunities and threats, offer meaningful insight into the Company's condition and potential. The value of

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1.2

situational analysis lies in bringing all this information together, helping the Company evaluate and prioritize critical issues. The Strategy Team should review the MP1010-3 STAKEHOLDER ANALYSIS REPORT and the MP1030-3 MARKET ANALYSIS and from those, assemble a list of Company and target market attributes. Attributes may be perceptual as well as factual; for example:
Company Attributes
Company size (sales volume, number of employees/locations, etc.) Breadth of product/service line Financial soundness Uniqueness, quality of products/services Company management structure Highly-skilled, trained, qualified employees ISO 9001 certified Small but diverse customer base Not technologically astute (savvy)

Target Market Attributes


Small businesses (< $5,000,000 annual sales) Privately-held, stand-alone firms Major purchasing/leasing decisions made or approved by President/CEO/ owner In business < 5 years Sales growth rate averaging > 20% per year Outsourcing some back-office functions (e.g., payroll, Web design) but not key functions

1.3

The Strategy Team should consider a wide range of attributes/issues. However, all attributes should be realistic and should be evaluated realistically.

ASSESSING THE COMPANY'S SITUATION


2.1 The Strategy Team should list the Company's strengths the Company's strengths and those of its products/services on MP1040-1 SWOT ANALYSIS WORKSHEET, section "A". Strengths are positive internal attributes the Company has control over them and, therefore, should maintain, strengthen, or utilize (leverage) them to its advantage. (NOTE: Examples of Company strengths, weaknesses, opportunities, and threats are shown on the MP1040-1 SWOT ANALYSIS WORKSHEET following this procedure.) 2.2 2.3 The Strategy Team should list the Company's weaknesses negative internal attributes that it should work to stop, remedy, or prevent in section "B" of MP1040-1. The Strategy Team should list opportunities in section "C" of MP1040-1. Opportunities are typically external events or issues that represent the Company's potential what the Company can be if it recognizes and acts appropriately on the right opportunities. The Team should check as many sources of information (government reports, industry/trade or general news media, word of mouth, etc.) as possible for awareness and knowledge of opportunities. The Strategy Team should list threats in section "D" of MP1040-1. Threats are usually external in nature they are outside the Company's ability to control them. Threats represent the Company's negative potential, or what the Company will become if it fails to recognize and appropriately deal with threats. Awareness and knowledge of threats

2.4

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comes from listening to or searching as many sources of information (government reports, news media, word of mouth, etc.) as possible.

SCORING ATTRIBUTES
3.1 The Strategy Team should score (rank) Company or product strengths on the basis of differentiation. If the market wants a certain product feature and your product is the only one that has it, that feature differentiates your product from the competition. If most or all competitors have the same feature, it doesn't differentiate your product from the rest. (See MP1040-1 SWOT ANALYSIS WORKSHEET, right side of sections A-D, for guidance on scoring/ranking strengths, weaknesses, etc.) 3.2 The Strategy Team should score Company/product weaknesses according to how much of an impact they are having (or could have, if not corrected) on the Company's ability to compete or satisfy the needs of the market. As an example, the Team would score "do not receive orders via the Web" high if some or all competitors could take orders on their web sites. The Strategy Team should score Company/product opportunities by balancing the potential risks and rewards associated with each. Every opportunity has an upside and a downside the Team has to decide whether the rewards promised are worth the risk of failure (see Figure 1).
Reward High Low Poor (1) Fair (2) Fair-Good (2-3) Medium Fair (2) Good (3) High Fair-Good (2-3) Better (4)

3.3

Risk

Medium

Low

Better (4)

Best (5)

Figure 1 Sample Opportunity Risk / Reward Matrix

3.4

The Strategy Team should score Company/product threats based on the likelihood of their happening and the potential impact to the business if or when the threat materializes (see Figure 2). The Strategy Team, having listed and scored strengths, weaknesses, opportunities, and threats, should lay them out in a "SWOT matrix" (see MP1040-1, section "E") to promote discussion and help Team members understand how these attributes fit into the big picture.

3.5

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Impact High Likelihood

Low Low-Medium (2-3) Low (2) Very Low (1)

Medium High (4)

High Very High (5) High (4) Low-Medium (2-3)

Medium

Medium (3)

Low

Low (2)

Figure 2 Sample Risk Matrix / Threat Scoring

ANALYZING THE DATA


The Strategy Team should identify and list the Company's competition (chief competitors, at least). It should then make a list of each competitor's strengths and weaknesses. The Strategy Team should use MP1040-2 COMPETITIVE ANALYSIS WORKSHEET to list important attributes strengths, weaknesses, opportunities, and threats (col. 1) and indicate where the Company places with regard to those attributes (col. 2). The Strategy Team should next address the competition how they compare with the Company, attribute for attribute, in columns 3-5 of MP1040-2. The Strategy Team should identify which attributes are of greatest importance to the marketplace in column 6 of MP1040-2, to help the Company focus its attention and resources on strengths, weaknesses, opportunities, and threats that are most important to the market.

SITUATIONAL ANALYSIS REPORT


The Strategy Team should prepare a preliminary (draft) report, using MP1040-3 SITUATIONAL ANALYSIS REPORT for guidance. Executive Summary The Strategy Team should present a concise overview of the situational analysis, summarizing the sections of the report that follow it. Though this section is presented first, the Strategy Team should develop it after all the other sections are complete. SWOT Analysis The Strategy Team should list the Company's greatest strengths, its most glaring weaknesses, etc., and explain how the Company can use its strengths to take advantage of opportunities that may lie ahead. The Team should also how explain how the Company could minimize, eliminate, or prevent weaknesses and thereby minimize harm to the Company if/when threats materialize. Conclusions / Action Items This final section is where the Strategy Team brings all the information together and addresses the most promising opportunities and crucial issues discovered in the analysis. The Strategy Team identifies action items issues the Company needs to address as well as responsible parties and target dates.

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The Strategy Team should meet with department Management (e.g., Marketing, Sales, Production) to review the analysis draft, checking its work and gaining additional insights prior to finalizing the MP1040-3. After making any adjustments to the analysis, The Strategy Team should finalize the MP1040-3 SITUATIONAL ANALYSIS REPORT and present it to the President/ CEO for approval. The President/CEO should use the results of the situational analysis in the development of the Company's goals and objectives (see MP1040 GOALS / OBJECTIVES). Effectiveness Criteria: A reasonably thorough and unbiased assessment of the Company's situation. Ease of developing Company goals and objectives (see MP1040).

References: A. Sales & Marketing Manual SMM (section number) "Situational Analysis" None B. Regulations/statutes Additional Resources: A. None Records: MP1040-1 SWOT ANALYSIS WORKSHEET MP1040-2 COMPETITIVE ANALYSIS WORKSHEET MP1040-3 SITUATIONAL ANALYSIS REPORT

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Revision History: Revision 0.0 Date 1/1/2007 Description of changes Initial Release Requested By

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MP1040-1 SWOT ANALYSIS WORKSHEET


A. Strengths1 Our (number) years of experience in the (type of) business We offer customized solutions Our cash position, credit rating, etc. Quality of our products/services Our ability to respond quickly to customer demands Highly skilled/trained/certified personnel Lean production
(5=differentiator / 1=not)

5 5 5 5 5 5 5

4 4 4 4 4 4 4

3 3 3 3 3 3 3

2 2 2 2 2 2 2

1 1 1 1 1 1 1

B. Weaknesses Our per-unit production cost is higher than the industry average Large percentage of Company's business comes from one customer Personnel are not adequately trained Personnel lack certification(s) Cash flow has decreased over the last three quarters (name) department lacks adequate process controls Web site poorly designed, not user-friendly Relying on outdated equipment/technologies Lacking special subject matter expertise

(5=critical / 1=not critical)

5 5 5 5 5 5 5 5 5

4 4 4 4 4 4 4 4 4

3 3 3 3 3 3 3 3 3

2 2 2 2 2 2 2 2 2

1 1 1 1 1 1 1 1 1

C. Opportunities Rising costs mean companies need to extend useful life of equipment Our product (name) can be easily adapted to alternative uses Explosive growth in (name) business sector Rising personnel costs leading to more outsourcing Increasing competition in (name) sector leading to greater reliance on our subject matter expertise

(5=great / 1=poor)

5 5 5 5 5

4 4 4 4 4

3 3 3 3 3

2 2 2 2 2

1 1 1 1 1

D. Threats Single location, near a major fault susceptible to earthquake Rising fuel prices may cause us to limit or stop free delivery Small businesses in (name) sector not surviving more than two years, on average Unstable political situation in (location) No business continuity plan in place A key component is supplied by only one vendor Important patent about to expire

(5=very high / 1=very low)

5 5 5 5 5 5 5

4 4 4 4 4 4 4

3 3 3 3 3 3 3

2 2 2 2 2 2 2

1 1 1 1 1 1 1

Form MP1040-1 (30 Apr 2007)


1

Page 1 of 2

Strengths, opportunities, etc., are for illustrative purposes only the Company should replace them with its own pertinent attributes/issues. ____________________________________________________________________________________ Sample Package Page 21 of 28

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E. SWOT Matrix

Strengths 1. 2. 3. 4. 5. 1. 2. 3. 4. 5.

Weaknesses

Opportunities 1. 2. 3. 4. 5. 1. 2. 3. 4. 5.

Threats

Form MP1040-1 (30 Apr 2007)

Page 2 of 2

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MP1040-2 COMPETITIVE ANALYSIS WORKSHEET


1. Attributes2 Product Price Quality Reliability Service Selection / Variety Stability Expertise Reputation / Image Location Appearance Sales Method Credit Policies Advertising Borrowing rate Supply, price of fuel Other Other 2. My Business3 3. Competitor A 4. Competitor B 5. Competitor C 6. Attribute's Importance to Marketplace4

2 3

From "MP1030 Market Research and Analysis" and "MP1040 Situational Analysis" S=Strength; W=Weakness; O=Opportunity; and T=Threat 4 Assign value on scale from 0=Unimportant to 10=Most important ____________________________________________________________________________________ Sample Package Page 23 of 28

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MP1040-3 SITUATIONAL ANALYSIS REPORT


I. Executive Summary

II. SWOT Analysis

Form MP1040-3 (10 Dec 2006)

Page 1 of 2

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III. Conclusions / Action Items

IV. Acknowledgement

Date
(Sales Management)

Date
(Marketing Management)

Form MP1040-3 (10 Dec 2006)

Page 2 of 2

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