Sales plan is a tool which can be used by a business as a way of trying to focus your sales hence its through construction of a sales plan which can make the business manager to try and avoid the unforeseen cash flows which might be experienced by the business, manage your productions, financing needs more efficiently and also in trying to manage your staff. So you find that a sales plan can be used as a toll to manage any size of the business hence can be used monthly since it is a month to month forecast of your levels of sales which you are planning to achieve. So below is a sales plan for Uchumi Hyper in Kenya. This is one of the leading fast food companies in Kenya hence the need to try and develop a sales plan which will help the company to do well in future. (Jackson, 2000).
Objectives for the company
The company has set goals and objectives which it is intending to achieve by the year 2012. Some of its objectives are the increased sales. The company is opting to have a diversified products since currently it is dealing with the sale of fast foods, it is planning to increase its sales of food which will include a variety of products which are needed by our consumers. It is through increasing the range of our products that we will be in a position to have more sales hence leading to the growth of our company. (Jackson, 2000).
Identifying the strategic objectives
The strategic objectives in this case is to ensure that there is proper marketing of our products since its only through the proper marketing of our products that we will be in a position to increase more sales accruing in our company. The marketing tips in this case will have to be put in to consideration. One is that we will try to use advanced advertising methods to ensure that we have reached a wide range of customers. We will try and use the internet since we have realized that through the increase of the new technology, people have adapted in the new technology hence its through internet advertising of our fast foods we will be in a position to have increased sales in our company hence leading to more profits been accrued. (Davis, 2005).
Segmenting our customers
The first step in this case is to try and identify our target market. For example since our company deals with the sale of fast foods, our most targets will be the youth and the young people. This is because most of the youth and the young form the largest market for our sales since we sale fast foods which are highly consumed by the growing people. So, in this case, since my target market will involve mostly the young and the young people, we will try and use the most attractive things which are required by youth especially in advertising our fast foods. This is because youth love so much the new technology and hence it’s through this that we will be in a position to have a wide range of sales in our company. (Davis, 2005).
Setting the years objective
For this year, we are planning to double our sales. It’s through doubling our sales that we will be in a position to have the set goals for the year 2012. So if we try to double our sales through improved performance, workers training, giving of incentives to our workers, it will mean that our workers will be in a position to work more effectively hence leading to more profits in our company. (Davis, 2005).
Territories action plan
WE have current partnerships that we work with to ensure that we have been in a position to work so well hence leading to more profits. We have also a number of consultants and its through the work our consultants whom we have worked together in trying to advise us on the many marketing decisions we have to take. So in this year’s sales objective, we will include two more marketing consultants who will help us on sales performance. Also due to the current competition we are experiencing from Nakumatt hyper, we will ensure that we have differentiated our products hence meaning that we will be in a position to realize our competitive advantage. (Abrams, 2000).
Key accounts plan
Our accounts plan shall be clustered at the vertical market. It’s through the vertical market that we will be in a position to have proper record of our sales. Proper financing will also be provided in the company to ensure that there is a proper run of our cash flows hence leading to more profits. (Abrams, 2000).
Measuring and monitoring results
Our results in this case shall be well monitored and also measured to ensure that there is improved performance in our company. Both the quantities and the time scale will be applied in the sales objectives. This will enable us to capture the 30% by value of the market within this year. A continuous monitoring will also be done to ensure that we have reached our target of sales. In trying to measure our performance, we shall ensure that we have trained our employees so that we can be in a position to see if there are any improvements in the working performance which would lead to more sales. (Abrams, 2000).
Sales planning cycle
A sales planning cycle also in our case will also involve a quarterly review and this will be involved in more quantifiable aspects of our plans. We shall ensure that we have planned one full year ahead of each year quarterly since it’s through this plan that we shall be in a position to embody the latest information although it will require more resources. (Abrams, 2000).
Our company is one of the leading company’s selling fast foods in Kenya. The products which are sold by the company are only fast foods. Our target customers in this case include the young and the young since these are the people who consume these products in large quantities unlike the old people. We do have other competitors which include the Nakumatt which is giving a stiff competition hence in order to realize our competitive advantage; we will try to differentiate our products. The company’s mission statement is to double our sales in next year hence the need for the sales plan to help us attain this goal. The business has good management with established strategies with the help of business consultancies which help the company in making the various business decisions hence leading to more growth in the company. (Abrams, 2000).
Sales plan is very much important in any organization since it’s through the business sales plan that the organization can be in a position to have increased performance in future.
Jackson, W. (2000): Accounting essentials. John Wiley and sons, Inc.
Davis, D. (2005): How to develop a business plan. Prentice Hall, Inc.
Abrams, R. (2000): The successful business plan: Secrets and strategies. Oasis Press.