Sales & Marketing Policies, Procedures & Forms
Sales and Marketing Procedures Manual
Sales and
Marketing Procedures Manual
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
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 and marketing strategies
-Marketing tactics;
-Sales process;
-Sales and marketing administration; and Product management.
You get valuable, up-to-date information on such important topics as:
-Stakeholder analysis
-Situational analysis
-Internet marketing
-Lead management
-Lead qualification
-Customer life cycle management
-Customer relationships
-Competence, awareness, and training
-Product development and launch
Below are some highlights
of the manual:
Sales
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
Sales &
Marketing Procedures Manual Preparation
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
Sales &
Marketing Executives' Manual
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
List of Sales and
Marketing Policies and 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
-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.
Guide to Internet
Marketing
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. We offer a 48 hour money back guarantee if you are not happy with this product.
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