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Sales & Marketing Procedures Manual
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Procedures Manual Sections:
Sales & Marketing Policies & Procedures
The Sales and Marketing Policies and Procedures Manual includes 32 prewritten policies and procedures, most with accompanying forms and records. All policies and procedures are in Microsoft® Word files so that you can easily edit and customize them to fit your needs.
The sales and marketing procedures in this manual are based on best practices and use the process approach (plan-do-check-act) for maximum effectiveness.
The sales and marketing procedures are intended to help you achieve the improvement you need and desire in your Sales and Marketing operation. While no book or manual can explain and detail every objective and subjective aspect of running a sales and marketing department, we feel takes a somewhat unique approach in managing sales and marketing as other business operations are managed.
The procedures are organized into five subgroups - marketing planning, marketing tactics, sales, administration and product management.
List of Sales and Marketing Procedures
Procedures for Marketing Planning
Strategy Team
Activities
- Forming the Strategy Team
- Planning a Development Schedule
- Project Cycle Management
- Project Review
- Sales & Marketing Executives' Manual
- Regulations/Statutes
- Project Planning Timeline
- Project Status Report
- Strategy Team Review Checklist
- Projetc Progress Review Checklist
- Marketing
Stakeholder Analysis
Activities
- Identify Project Stakeholders and Interests
- Determine Stakeholder Influence and Importance
- Stakeholder Analysis Review
- Stakeholder Analysis Report
- Sales & Marketing Executives' Manual
- Regulations/Statutes
- Stakeholder Analysis Matrix
- Stakeholder Analysis Review Checklist
- Stakeholder Analysis Report
- Marketing Plan
Vision and Mission
Activities
- Vision and Mission Statement – Background
- Mission Statement
- Vision Statement
- Communicating the Vision/ Mission
- Vision/Mission Review
- Sales & Marketing Executives' Manual
- Regulations/Statutes
Marketing Research / Analysis
Activities
- Objective – The Target Market
- Identifying the Target Market
- Collecting and Organizing Market Data
- Analyzing and Interpreting Market Data
- Finding/Conclusions
- Adjusting the Marketing Database
- Sales & Marketing Executives' Manual
- Regulations/Statutes
- Marketing Segmentation Worksheet
- Marketing Database
- Market Analysis
Situational Analysis
Activities
- Situational Analysis – Introduction
- Assessing the Company's Situation
- Scoring Attributes
- Analyzing the Data
- Situational Analysis Report
- Sales & Marketing Executives' Manual
- Regulations/Statutes
- SWOT Analysis Worksheet
- Competitive Analysis Worksheet
- Situational Analysis Report
Goals and Objectives
Activities
- Goals and Objectives – Background
- Setting Goals and Objectives
- Reviewing and Finalizing Goals and Objectives
- Communicationg Goals and Objectives
- Monitoring Goals and Ojectives
- Sales & Marketing Executives' Manual
- Regulatons/Statutes
- Goals/Objectives Worksheet
- Goals/Ojectives Statement
Marketing Strategy
Activities
- Marketing Strategy – Introduction
- Developing Marketing Strategy
- Finalizing Marketing Strategies
- Marketing Strategy Review
- Sales & Marketing Executives' Manual
- Regulations/Statutes
- Marketing Strategy Matrix
- Strategy Checklist
- Marketing Strategy
Marketing Plan
Activities
- Marketing Plan – Barckground
- Developing the Marketing Plan
- Reviewing and Finalizing the Marketing Plan
- Monitoring the Marketing Plan
- Sales & Marketing Executives' Manual
- Regulations/Statutes
- Marketing Plan
- Marketing Budget Template
The Marketing Planning section includes 20 forms and records.
Procedures for Marketing Tactics
Advertising
Activities
- The Advertising Plan – Background
- Developing the Advertising Plan
- Monitoring/Measuring the Advertising Plan
- Updating the Advertising Plan
- Sales & Marketing Executives' Manual
- Regulations/Statutes
- Advertising Review Worksheet
- Advertising Objectives–Strategies Worksheet
- Adveriting Plan
- Advertising Achedule (Sample)
Internet Marketing
Activities
- Internet Marketing - Background
- Developing the Internet Plan
- Implementing the Internet Plan
- Monitoring the Internet Plan
- Updating the Internet Plan
- Sales & Marketing Executives' Manual
- "Guide to Internet Marketing" (Section 500)
- Regulations/Statutes
- Internet Planning Worksheet
- Internet Plan
- Keyword Log
Public Relations
Activities
- Background
- Developing a Public Relations Plan Implementing the PR Plan
- Monitoring the Plan
- Updating the PR Plan
- Sales & Marketing Executives' Manual
- Regulations/Statutes
- Public Relations Plan Worksheet
- PR Event Checklist
- Public Relations Plan
- Media Kit Checklist
- Press Release Template
- PR Events Log
Trade Shows / Events
avtivities
- Planning Trade Shows and Events
- Planning Trade Shows and Events
- Trade Show/Exhibit Evaluation
- Adjusting the Trade Show/Exhibit Plan
- Sales & Marketing Executives' Manual
- Regulations/Statutes
- Trade Show / Event Planning Worksheet
- Trade Show Plan
- Trade Show Worksheet
- Trade Show Checklist
- Trade Show / Event Supply Checklist
- Equipment Request from Inventory
- Show Registration
- Visitor Evaluation
- Trade Show / Exhibit Summary
Direct Mail
Activities
- Introduction / Background
- Direct Mail Planning
- Direct Mail Campaign
- Monitoring and Measuring Direct Mail
- Adjusting the Direct Mail Plan
- Sales & Marketing Executives' Manual
- Sales & Marketing Procedures
- Regulatiory/ Statutory Considereations
- Direct Mail Planning Worksheet
- Direct Mail Budget Worksheet
- Direct Mail Plan
Lead Management
Activities
- Planning Lead Management
- Implementing the Lead Management Plan
- Monitoring and Measuring Lead Management
- Improving Lead Management
- Sales & Marketing Executives' Manual
- Regulatiory/ Statutory Considereations
- Lead Management Plan
- Leads Database
- Lead Management Status Report
The Marketing Tactics section includes 28 forms and records.
Procedures for Sales Operations
Customer Life Cycle Management
Activities
- Customer Life Cycle Stages and the Sales Pipeline
- Customer Life Cycle Management Plan
- Customer Life Cycle Management
- Monitoring Customer Life Cycle Management
- Improving Customer Life Cycle Management
- Sales & Marketing Executives' Manual
- Customer Life Cycle Management Plan
- Customer Database
Sales Management
Activities
- Sales Management Plan Overview
- Developing the Sales Management Plan
- Executing the Sales Management Plan
- Monitoring the Sales Management Plan
- Correcting the Sales Management Plan
- Sales & Marketing Executives' Manual
- Sales Management Plan
- Sales Forecast
- Weekly Sales Summary
Qualifying Leads
Activities
- Qualifying Leads - Planning
- Qualifying Leads
- Monitoring the Qualifying Process
- Improving the Qualifying Process
- Sales & Marketing Executives' Manual
- Prospect Management Plan
- Prospect Database
- Qualifying Questionnaire
Sales Calls
Activities
- Planning Sales Calls
- Conducting Sales Calls
- Monitoring Sales Call Effectiveness
- Adjusting the Sales Call Process
- Sales Account Maintenance
- Sales & Marketinf Executives' manual
- Sales Plan
- Customer Database
- Order Database
- Customer Contact Worksheet
- Sales Account Maintenance Plan
Customer Improvement
Activities
- Customer Improvement Plan
- Customer Improvement Actions
- Measuring Customer Improvement
- Enhancing Customer Improvement
- Sales & Marketing Executives' Manual
- Customer Improvement Plan
- Customer Improvement Goals Worksheet
- Customer Database
- Customer Feedback Form
Customer Service
Activities
- Customer Service Goals
- Customer Service Plan
- Servicing Complaints and Feedback
- Measuring Customer Service
- Improving Customer Service
- ISO 10002:2004,Quality Management–Customer Satisfaction–Guidelines for Compliaints Handling in Organizations.
- Sales & Marketing Executives' Manual
- Customer Feedback Form
- Customer Complaint-Feedback Strategy
The Sales section includes 16 forms and records
Procedures for Sales & Marketing Administration
Document Control
Activities
- Procedure Format
- Work Instructions
- Forms
- Sales Collateral
- Document Approval
- Temporary Document Changes
- Document Revisions
- External Documents
- Document Distribution
- Document / Collateral Review
- Sales & Marketing Executives' Manual
- Sales & Marketing Provedures
- Statutoty/Regulatory Requirementes
- Document Request
- Document Control Database
Record Control
Activities
- Identification of Records
- Record Generation
- Filing and Tracking
- Record Maintenance
- Sales & Marketing Executives' Manual
- Statutory/Regulatory Requirements
- Sales/Marketing Records List
Sales Supplies
Activities
- Identifying Sales Supplies
- Supplying Salespeople
- Measuring Use and Effectiveness of Sales Supplies
- Updating the Sales Supply List
- Sales & Marketing Executives' Manual
- Statutory/Regulatory Requirements
- Sales Supply Checklist/Order Form
Sales Compensation
Activities
- Sales Compensation Plan - Background
- Creating the Sales Compensation Plan
- Monitoring the Sales Compensation Plan
- Improving the Sales Compensation Plan
- Sales & Marketing Executives' Manual
- Sales Compensation Plan
Sales Hiring
Activities
- Sales Hiring Plan
- Selecting Sales Candidates
- Interviewing Sales Candidates
- Second Interviews and Making an Offer
- Monitoring the Sales Hiring Process
- Improving the Sales Hiring Process
- Sales & Marketing Executives' Manual
- U.S. Equal Employment Opportunity Commission (EEOC)
- U.S. Department of labor (DOL)
- Regulations/Statutory
- Qualification Checklist
- Interview Guidelines
Sales Training
Activities
- Sales Training Plan
- Sales Training
- Monitoring Sales Training
- Improving Sales Training
- Sales & Marketing Executives' Manual
- Human Resources Policies. Procedures and Forms Manual, Bizmanualz, Inc.
- Sales Competency Matrix
- Individual Sales Training Record
- Sales Training Plan
Meetings
Activities
- Meetings - Background
- Preparing for Meetings
- Conducting Meetings
- Meeting Follow-Up
- Meeting Review
- Sales & Marketing Executives' Manual
- Regulations and guidelines
- Meeting Agenda
The Sales & Marketing Administration section includes 11 forms and records
Procedures for Product Management
Product Life Cycle Management
Activities
- Product Life Cycle Management - Background
- Product Life Cycle Management Plan
- Following the Product Life Cycle
- Monitoring Product Life Cycle Management
- Improving Product Life Cycle Management
- Sales Marketing Executives' Manual
- Product Life Cycle Management Plan
Product Development
Activities
- Product/Process Initiation
- Determining Requirements and Objectives
- Meeting Requirements and Objectives
- Design Acceptance
- Design Validation and Testing
- Sales & marketing Executives' Manual
- Sales & Marketing Procedures
- Request for Engineering Action
- Requirements Definition
- Product Brief
- Design Review Checlist
- Design Completion Checklist - Electromechanical Devices
- Design Completion Checklist - Non-Electromechanical Devices
- Product Test
Product Launch
Activities
- Product Launch Plan
- Executing the Product Launch Plan
- Monitoring the Product Launch Plan
- Improving the Product Launch Plan
- Sales & Marketing Executives' Manual
- Product Launch Plan
Product Recalls
Activities
- Product Recall Initiation
- Product Recall Communications
- Handling Recalled Product
- Review of Product Recall Process
- Sales & Marketing Executives' Manual
- Product Recall Request (Internal)
- Food Product Recall Checklist
- Non-Food Product Recall Checklist
- Product Return Form
Customer Requirement
Activities
- Requirements - General
- Requirements Acquisition
- Revised Requirements
- Requirements Review
- Sales & Marketing Executives' Manual
- Sales & Marketing Procedures
- ISO 9001:2000–Quality Management Systems Requirements
- Regulatory Requirements
- Customer Requirements Checklist
- Customer Database
The Product Management section includes 14 forms and records.
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