Sales and Marketing Policies, Procedures, and Forms

1 Sales and Marketing Policies, Procedures, and Forms How to Drive Customer Satisfaction with Improved Strategies and Tactics using Easily Editable Company Policies and Procedures Bizmanualz, Inc. St. Louis, MO, USA. Copyright 2007 / Bizmanualz, Inc. All rights reserved. TRADEMARKS. Bizmanualz is a Trademark of Bizmanualz, Inc. This publication is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional services. If legal advice or other expert assistance is required, the services of a competent professional should be sought. The Publisher cannot in any way guarantee the Forms , agreements and statements in this manual are being used for the purpose intended and therefore assume no responsibility for their proper and correct use. Copyright 1994 2007, Bizmanualz, Inc. All rights reserved. Printed in the United States of America ISBN 1-931591-03-2. Reproduction or translation of any part of this work beyond that permitted by section 107 or 108.

2 Of the 1976 United States Copyright Act without the permission of the copyright owner is unlawful except as follows: Forms , Agreements and Procedure Statements may be reproduced by the purchaser for use in connection with his or her company records or manual preparation. All other publisher's rights under the copyright laws will be strictly enforced. Requests for permission or further information should be addressed to the Information Requests and Permissions Department, Bizmanualz, Inc. Other Products from Bizmanualz, Inc., Include: ABR211 ISO 9001 QMS Policies, Procedures, and Forms ISBN 1-931591-075. ABR213 ISO 22000 FSMS Policies, Procedures, and Forms ISBN 1-931591-296. ABR217 AS9100 QMS Policies, Procedures, and Forms ISBN 1-931591-261. ABR31M Accounting Policies, Procedures, and Forms ISBN 1-931591-059. ABR32 Security Planning Policies, Procedures, and Forms ISBN 1-931591-024. ABR33 Disaster Recovery Policies, Procedures, and Forms ISBN 1-931591-016.

3 ABR34 Computer & Network Policies, Procedures, and Forms ISBN 1-931591-067. ABR41 Human Resources Policies, Procedures, and Forms ISBN 1-931591-008. 000 Title-License Page 2 of 6. Sales & Marketing Policies, Procedures, and Forms Manual Sales and Marketing Policies, Procedures, and Forms Table of Contents Section ID Section Name Tab 100 Tab 1. 200 Manual 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. Purpose Scope Management Responsibility Sales & Marketing Management System Processes and Controls Resource Management 400 Marketing Tab 4. MP1000 Strategy Team Forming the Strategy Team Planning a Development Schedule Project Cycle Management Project Review Forms /Records MP1000-1 Project Planning Timeline MP1000-2 Project Status Report MP1000-3 Strategy Team Review Checklist 000 Table of Contents Page 1 of 12.

4 Sales & Marketing Policies, Procedures, and Forms Manual Section ID Section Name Tab MP1000-4 Project Progress Review Checklist MP1010 Stakeholder Analysis Identify Project Stakeholders and Interests Determine Stakeholder Influence and Importance Stakeholder Analysis Review 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 Vision and Mission Statement Background Mission Statement Vision Statement Communicating the Vision / Mission Vision / Mission Review MP1030 Marketing Research / Analysis Objective The Target Market Identifying the Target Market Collecting and Organizing Market Data Analyzing and Interpreting Market Data Findings & Conclusions Adjusting the Marketing Database Forms /Records MP1030-1 Market Segmentation Worksheet MP1030-2 Marketing Database MP1030-3 Market Analysis 000 Table of Contents Page 2 of 12.

5 Sales & Marketing Policies, Procedures, and Forms Manual Section ID Section Name Tab MP1040 Situational Analysis Situational Analysis Introduction Assessing the Company's Situation Scoring Attributes Analyzing Data Situational Analysis Report Forms /Records MP1040-1 SWOT Analysis Worksheet MP1040-2 Competitive Analysis Worksheet MP1040-3 Situational Analysis Report MP1050 Goals and Objectives Goals and Objectives Background Setting Goals and Objectives Reviewing and Finalizing Goals and Objectives Communicating Goals and Objectives Monitoring Goals and Objectives Forms /Records MP1050-1 Goals/Objectives Worksheet MP1050-2 Goals/Objectives Statement MP1060 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 000 Table of Contents Page 3 of 12. Sales & Marketing Policies, Procedures, and Forms Manual Section ID Section Name Tab MP1070 Marketing Plan Marketing Plan Background Developing the Marketing Plan Reviewing and Finalizing the Marketing Plan Monitoring the Marketing Plan Forms /Records MP1070-1 Marketing Plan MP1070-2 Marketing Budget Template 410 Marketing Tab 5.

6 MT1000 Advertising Advertising Plan Background Developing the Advertising Plan Monitoring & Measuring the Advertising Plan 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 Internet Marketing Background Developing the Internet Plan Implementing the Internet Plan Monitoring the Internet Plan Updating the Internet Plan Forms /Records MT1010-1 Internet Planning Worksheet MT1010-2 Internet Plan MT1010-3 Keyword Log 000 Table of Contents Page 4 of 12. Sales & Marketing Policies, Procedures, and Forms Manual Section ID Section Name Tab MT1020 Public Relations Background Developing a Public Relations Plan Implementing the PR Plan Monitoring the PR Plan 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 Planning Trade Shows and Events Exhibiting Trade Show/Exhibit Evaluation 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 000 Table of Contents Page 5 of 12.

7 Sales & Marketing Policies, Procedures, and Forms Manual Section ID Section Name Tab MT1040 Direct Mail Introduction / Background Direct Mail Planning Direct Mail Campaign Monitoring and Measuring Direct Mail 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 Planning Lead Management Implementing the Lead Management Plan Monitoring and Measuring Lead Management Improving Lead Management Forms /Records MT1050-1 Lead Management Plan MT1050-2 Leads Database MT1050-3 Lead Management Status Report 420 Sales .. Tab 6. SL1000 Customer Life Cycle Management 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 Forms /Records SL1000-1 Customer Life Cycle Management Plan 000 Table of Contents Page 6 of 12.

8 Sales & Marketing Policies, Procedures, and Forms Manual Section ID Section Name Tab SL1010 Sales Management Sales Management Plan Overview Developing the Sales Management Plan Executing the Sales Management Plan Monitoring the Sales Management Plan Correcting the Sales Management Plan Forms /Records SL1010-1 Sales Management Plan SL1010-2 Sales Forecast SL1010-3 Weekly Sales Summary SL1020 Qualifying Leads Qualifying Leads Planning Qualifying Leads Monitoring the Qualifying Process Improving the Qualifying Process Forms /Records SL1020-1 Prospect Management Plan SL1020-2 Prospect Database SL1020-3 Qualifying Questionnaire SL1030 Sales Calls Planning Sales Calls Conducting Sales Calls Monitoring Sales Call Effectiveness Adjusting the Sales Call Process Sales Account Maintenance Forms /Records SL1030-1 Sales Plan SL1030-2 Customer Database SL1030-3 Order Database 000 Table of Contents Page 7 of 12. Sales & Marketing Policies, Procedures, and Forms Manual Section ID Section Name Tab SL1030-4 Customer Contact Worksheet SL1030-5 Sales Account Maintenance Plan SL1040 Customer Improvement Customer Improvement Plan Customer Improvement Actions Measuring Customer Improvement Enhancing Customer Improvement Forms /Records SL1040-1 Customer Improvement Plan SL1040-2 Customer Improvement Goals Worksheet SL1050 Customer Service Customer Service Goals Customer Service Plan Servicing Complaints and Feedback Measuring Customer Service Improving Customer Service Forms /Records SL1050-1 Customer Feedback Form SL1050-2 Customer Complaint-Feedback Strategy 430 Sales / Marketing Administration.

9 Tab 7. AD1000 Document Control Procedure Format Work Instructions Forms Sales Collateral Document Approval Temporary Document Changes Document Revisions 000 Table of Contents Page 8 of 12. Sales & Marketing Policies, Procedures, and Forms Manual Section ID Section Name Tab External Documents Document Distribution Document / Collateral Review Forms /Records AD1000-1 Document Request AD1000-2 Document Control Database AD1010 Record Control Identification of Records Record Generation Filing and Tracking Record Maintenance Forms /Records AD1010-1 Sales / Marketing Records List AD1020 Sales Supplies Identifying Sales Supplies Supplying Salespeople Measuring Use and Effectiveness of Sales Supplies Updating the Sales Supply List Forms /Records AD1020-1 Sales Supply Checklist/Order Form AD1030 Sales Compensation Sales Compensation Plan - Background Creating the Sales Compensation Plan Monitoring the Sales Compensation Plan Improving the Sales Compensation Plan Forms /Records AD1030-1 Sales Compensation Plan 000 Table of Contents Page 9 of 12.

10 Sales & Marketing Policies, Procedures, and Forms Manual Section ID Section Name Tab AD1040 Sales Hiring 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 Forms /Records AD1040-1 Qualification Checklist AD1040-2 Interview Guidelines AD1050 Sales Training Sales Training Plan Sales Training Monitoring Sales Training Improving Sales Training Forms /Records AD1050-1 Sales Competency Matrix AD1050-2 Individual Sales Training Record AD1050-3 Sales Training Plan AD1060 Meetings Meetings Background Preparing for Meetings Conducting Meetings Meeting Follow-Up Meeting Review Forms /Records AD1060-1 Meeting Agenda 000 Table of Contents Page 10 of 12. Sales & Marketing Policies, Procedures, and Forms Manual Section ID Section Name Tab 440 Product Management .. Tab 8. PM1000 Product Life Cycle Management 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 Forms /Records PM1000-1 Product Life Cycle Management Plan PM1010 Product Development Product/Process Initiation Determining Requirements and Objectives Meeting Requirements and Objectives Design Acceptance 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 Product Launch Plan Executing the Product Launch Plan Monitoring the Product Launch Plan Improving the Product Launch Plan 000 Table of Contents Page 11 of 12.