Sales & Marketing Policies, Procedures & Forms

Included in this Sales and Marketing Procedures Manual is a glossary of sales and marketing terms, a Sales & Marketing Executive’s Manual, and a FREE Internet Marketing Guide.

And you will get all this content in editable Microsoft Word files, so you can easily customize it to fit your organization’s needs.

Integrated Sales and Marketing Procedures

Sales and Marketing Policies, Procedures, and Forms manual takes best practices and sound advice from experts in the sales and marketing fields and brings them together in one well organized, easy-to-use, and readily customizable template to manage your sales and marketing processes.

Integrated Sales and Marketing Procedures

The Sales and Marketing Policies and Procedures manual helps you organize and manage these essential functions, giving you direction and guidance to help you turn the art of marketing and sales into science. This manual helps you break down the barriers between sales and marketing departments. It emphasizes communication and unity of purpose, helps you set a clear course for your sales and marketing strategy, and lays the foundation for continual improvement. The Sales and Marketing manual covers:

Sales & Marketing Procedures Manual - Introduction

Is it an art or a science? In business, that question is frequently, and fittingly, asked of Sales and Marketing. Good marketing and sales people know how to work the “magic” that creates good leads and closes sales. If you ask them how they do it, however, they may not be able to explain it. Many sales and marketing veterans operate through an intuitive feel they have created through observation and experience, but it is not something they can easily define or describe.

Sales & Marketing Procedures and Tactics - Introduction

This section provides an introduction and overview of the basic concepts of Sales and Marketing.

The Sales and Marketing field is broad, complex, and dynamic, so no document can claim to be absolute in capturing every possible issue, policy, or procedure and remain current. The concepts discussed in this manual cover the common, basic elements of a Sales and Marketing System.

Sales & Marketing Introduction - Table of Contents

Who Needs Sales & Marketing Policies and Procedures?

• Sales & Marketing – A Business Process

• A Disciplined Approach to Sales and Marketing

A Historical Perspective

• The Past

• The Present

• The Future

Connecting the Sales and Marketing Pipeline

• Making the Connection

• The Importance of Process Feedback

• Understanding the Sales Cycle

• Using Benchmarks and Measurements

Achieve Continual Improvement

• Recognizing the Subjective Side

Sales & Marketing Procedures

• Marketing Planning and Tactics

• Sales

• Sales & Marketing Administration

• Product Management

Conclusion

For the Company's Sales and Marketing manual to be effective, it should be clearly written so it is easily understood by all employees. The objectives of this manual are to enable and encourage continual improvement of the Sales and Marketing functions, improve communication – within the Company and with the Company's target market and channel partners – and increase customer satisfaction.

This section provides an introduction and guidance to producing your Company's Sales & Marketing manual.

Sales & Marketing Procedures Manual Preparation - Table of Contents

SECTION 1 – INTRODUCTION

• Top Ten Management Mistakes

• Manual Development Process

• Training

• Technical Support

Consulting and Advisory Services

SECTION 2 - INSTALLATION INSTRUCTIONS

• Editing Files

SECTION 3 - THE SALES & MARKETING EXECUTIVES' MANUAL

• Style and Format

• Considerations In Writing Your Manual

• Revisions

• Sources of Additional Information

SECTION 4 - EFFECTIVE COMMUNICATION

• Communication – Addressing Your Audience

• Sexism in Writing

• Number Usage

• Organizing Your Thoughts

• Outlining Technique

• Defining the Format and Organization of Your Manual

• Additional Sources

SECTION 5 - SALES & MARKETING PROCEDURES

• Format

• Authorization

• Production And Distribution

• Revising And Updating Procedures

The Sales and Marketing Executives' manual establishes and states the policies governing the Company’s Sales and Marketing standards and practices. These policies define management’s arrangements for managing Sales and Marketing operations and activities in accordance with best practices and industry standards. These top-level policies represent the plans or protocols for achieving and maintaining the efficient operation of the Sales and Marketing functional areas.

Covers Common Sales and Marketing Requirements

The sample Sales and Marketing manual covers common Sales and Marketing requirements and practices. This sample is intended only to provide an example of wording that might be used in a Sales and Marketing manual.

This sample wording can be helpful in generating ideas for developing a manual for your own company. However, Sales and Marketing policies should be drafted as appropriate and as necessary to accurately reflect your Company’s Sales and Marketing standards.

Sample Sales & Marketing Executives' Manual - Table of Contents

TABLE OF FIGURES

LIST OF REFERENCED PROCEDURES

PURPOSE

SCOPE

• Responsibility

• Exclusions

• Management Responsibility

• Sales & Marketing Organization

• Management Commitment

• Management Sales & Marketing Policy

• Planning

• Responsibility, Authority, and Communication

• Management Reporting

• Business conduct

SALES & MARKETING MANAGEMENT SYSTEM

• Objectives

• Requirements

• Transactions

• Documentation

• Security

PROCESSES AND CONTROLS

• Marketing Planning

• Marketing Tactics

• Sales

• Sales & Marketing Administration

• Product Management

RESOURCE MANAGEMENT

• Provision of Resources

• Human Resources

• Infrastructure

• Work Environment

REVISION HISTORY

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

• MP1000 Strategy Team

• MP1010 Stakeholder Analysis

• MP1020 Vision and Mission

• MP1030 Marketing Research / Analysis

• MP1040 Situational Analysis

• MP1050 Goals and Objectives

• MP1060 Marketing Strategy

• MP1070 Marketing Plan

The Marketing Planning section includes 20 forms and records.

Procedures for Marketing Tactics

• MT1000 Advertising

• MT1010 Internet Marketing

• MT1020 Public Relations

• MT1030 Trade Shows / Events

• MT1040 Direct Mail

• MT1050 Lead Management

The Marketing Tactics section includes 28 forms and records.

Procedures for Sales Operations

• SL1000 Customer Life Cycle Management

• SL1010 Sales Management

• SL1020 Qualifying Leads

• SL1030 Sales Calls

• SL1040 Customer Improvement

• SL1050 Customer Service

The Sales section includes 16 forms and records

Procedures for Sales & Marketing Administration

• AD1000 Document Control

• AD1010 Record Control

• AD1020 Sales Supplies

• AD1030 Sales Compensation

• AD1040 Sales Hiring

• AD1050 Sales Training

• AD1060 Meetings

The Sales & Marketing Administration section includes 11 forms and records

Procedures for Product Management

• PM1000 Product Life Cycle Management

• PM1010 Product Development

• PM1020 Product Launch

• PM1030 Product Recalls

• PM1040 Customer Requirement

The Product Management section includes 14 forms and records.

Using the Internet is simply the best and most effective marketing tool available to any size company. Small niche businesses can really benefit the most. After all, if you are in a niche, then getting in front of your target customer is one of the hardest marketing tasks. But not anymore…

The Internet literally opens up a whole new world of possibilities. The Internet is a relatively new marketing channel that allows any company to market their products globally and cost effectively, which is both good and bad. Anyone can put up a website inexpensively and they do, by the millions. So it is imperative for companies to spend enough money on their Internet marketing to be noticed by their target audience and to project the right image to them.

The Internet Marketing Guide is based on real world examples accumulated over the last 12 years through the experiences of our Internet marketing staff in developing websites, primarily for ourselves, but also through consulting work helping clients start or improve their Internet marketing efforts.

Add Internet Marketing to Your Mix

This Internet Marketing Guide covers the basics. It is about the most common, fundamental techniques that companies can use to create an Internet marketing program. If you are planning to be successful in business, then adding Internet marketing to your mix is essential. Expect to invest some time and money to acquire the knowledge and skills explained in this guide. The results will more than pay for your efforts as you build a stronger business model armed with competitive advantages that your competition will find difficult to copy.

Internet Marketing Guide - Table of Contents

PREFACE

INTRODUCTION

Why Use Internet Marketing?

The History of Internet Marketing

What is Internet Marketing?

ORGANIC INTERNET MARKETING

• Search Engine Optimization

• Keyword Selection

• Search Engine Submission

INORGANIC MARKETING – PAY-PER-CLICK (PPC)

• Paid Listings on Search Engines

• PPC Campaigns

• Ad Design for PPC

• The Landing Page

• The Bidding Process

• The Quality Score

• The PPC Budget

• PPC Hints

WEBSITE ANALYTICS

• Metrics

• Web Analytics Software Tools

WEBSITE FLOW AND DESIGN

• Phases of User Flow

• Seeing Flow as an Iterative Process

• Website Design and Layout

LINK BUILDING

• Page Rank

LEAD GENERATION

• Article Writing

• Create an Email Newsletter

• Affiliate Programs

WEBSITE SECURITY & ASSURANCES

This is one of the most comprehensive sales and marketing manuals available today.  You will receive a manual with a CD.  The CD contains all of the forms and procedures on MS Word files so you can easily edit them for your organization. 

If you order today you will receive FREE SHIPPING on all regular ground orders.  The shipping is free and you have our 30 no questions asked return policy.  Don't wait your procedures are practically written for you already!!!