The Sales Plan (AMBER)

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Information about The Sales Plan (AMBER)

Published on February 18, 2014

Author: bryanoculam



This a paper that we prepared in compliance for the subject PROFESSIONAL SALES MANAGEMENT at Capitol University.

Hope it can help you guys.

Product Sales Plan AMBER a Cherry Mobile android phone Submitted by: Bryan Agustin B. Oculam Princess Bern C. Abella Submitted to: Prof. Heidi Grace Mendoza


THE PRODUCT AMBER This is one of the newest additions of android phone offerings of Cherry Mobile, which does not require much of your penny, the AMBER. It comes with the white and black colored cases. Amber runs with Android 4.2 Jelly Bean one of android's lasted operating system. With better performance and a cleaner look, Jelly Bean feels faster, smoother, and more fluid with 3G: Enjoy high-speed audio and video streaming, Web and WAP browsing in the internet with its 3G network. It has also a 1 GHz Dual Core Processor, a superior processor with strong performance. Its 5.0 megapixel camera with smile shutter, wink shutter, faces effects, and multiple camera modes will surely fill your photo albums with picture perfect resolutions! AMBER

UNIQUE SELLING PROPOSITION Values your lifestyle AMBER, an inexpensive yet reliable android phone which is offered by Cherry Mobile to its valued customers With powerful specs and elegant look which hooks your attention and makes you on top of the trend with its exceptional operating system in a budget friendly way AMBER

SALES GROWTH TARGET SALES SCHEDULE AMBER Sales Schedule SALES DATA DATE TIME 1/6/2014 10:30 AM TRANSACTION NUMBER 1001 PRODUCT NUMBER 90001 1/6/2014 11:33 AM 1002 90001 1/6/2014 12:45 PM 1003 90001 1/6/2014 2:59 AM 1004 90001 1/6/2014 3:05 PM 1005 90001 1/6/2014 3:48 PM 1005 90001 1/6/2014 4:24 PM 1005 90001 1/6/2014 4:45 PM 1005 90001 1/6/2014 4:58 PM 1005 90001 1/6/2014 5:45 PM 1005 90001 DESCRIPTION Cherry Mobile Amber Cherry Mobile Amber Cherry Mobile Amber Cherry Mobile Amber Cherry Mobile Amber Cherry Mobile Amber Cherry Mobile Amber Cherry Mobile Amber Cherry Mobile Amber Cherry Mobile Amber SALES AMOUNT ₱ 2,999.00 ₱ 2,999.00 ₱ 2,999.00 ₱ 2,999.00 ₱ 2,999.00 ₱ 2,999.00 ₱ 2,999.00 ₱ 2,999.00 ₱ 2,999.00 ₱ 2,999.00 AMBER’s daily sales data is at the minimum of 10 units; this data is according to one of Cherry Mobile store branches in Cagayan de Oro located at 3rd floor Ayala Centrio Mall. Their daily sale is a decent sign that the product is being patronized by the consumers. AMBER

SALES GROWTH TARGET AMBER Monthly Sales Schedule SALES DATA MONTH DESCRIPTION UNITS SALES AMOUNT September Cherry Mobile Amber 265 ₱ 794,735.00 October Cherry Mobile Amber 284 ₱ 851,716.00 November Cherry Mobile Amber 295 ₱ 884,705.00 December Cherry Mobile Amber 305 ₱ 914,695.00 The monthly sales schedule of Cherry Mobile Amber as it was launched at the month of September it had sold 265 units and it grew by 6.69% in the month of October. In November as it gains popularity as an inexpensive android phone, the sales grew by 3.73 % and at the month of December by 3.28%. The sales schedule according to Cherry mobile branch in 3rd floor Ayala Centrio Mall. AMBER

SALES GROWTH TARGET CAPTURED MARKET 7% 27% 18% TEENS YOUNG PROFESSIONAL ADULT OTHERS 48% As reflected in the graph, Cherry Mobile Amber has the major market of young professionals who have a large discretionary income with 48%. The market for teens is only 27%, for adults is 18% and 7% percent for the unclassified customers (others). Which makes 100% total of the captured market for the said unit. The captured market share for the teens is also a big opportunity subsequently if there is an increase in the market share of the teens it also means an increase in sales of AMBER will also arise. Now it will be up to the sales team on what will be the strategy that will be used in order to increase its sales. AMBER



PRODUCTION CAPABILITIES PRODUCTION PROCESS The production process of Cherry Mobile AMBER is considered by the following factors in the production: design, process design fabrication, implementation and consignment. Cherry Mobile’s mobile phone units are being imported from China and India mobile phone manufacturers so this process will show how this process flow will be considered. DESIGN PROCESS FABRICATION IMPLEMENTATION DESIGN CONSIGNMENT AMBER

PRODUCTION CAPABILITIES PRODUCT DESIGN The aim of Cherry Mobile is manufacturing a flexibility to produce a high variety of low demand products, while maintaining the high productivity of large scale production phones. AMBER’s designers achieve this through modularity in both process design and product design. Efficient design of AMBER suits the costumers with a high-end android phone in a low cost that is budget friendly. PROCESS DESIGN FABRICATION This is the next step that serves as the design of AMBER is being develop and other additional platform for the phone is added. In this process the design is being implanted with additional applications are being added to improve its performance as it will be massed produced in the next step. IMPLEMENTATION In this process mass production of Cherry Mobile AMBER unit is being on its route. Plant modification and worker technicians are being prepared to this new model unit. All mass produced units of AMBER will now undergoes on shipment. CONSIGNMENT In this step the finished products massed produced units of AMBER are being shipped to the Philippines where it will be distributed to the Cherry Mobile phone distributers around the country. AMBER

PRODUCTION CAPABILITIES PRODUCTION SCHEDULE VERSUS SALES SCHEDULE Scheduling is an important instrument for manufacturing and production of Cherry Mobile units, where it can have a major impact on the productivity of a process. In manufacturing, the purpose of scheduling is to minimize the production time and costs, by telling a production facility when to make, with which staff, and on which equipment. Production scheduling aims to maximize the efficiency of the operation and reduce costs. A sales schedule is part of your business plan. This allows you to lay out a time frame for sales and advertising. You can then plan your budget better. The role of production and sales should coincide and meet up so AMBER units should be produced and to have sales. ORDERS Production schedules of AMBER unit should review customer orders based on the time frame requested, customer importance and available production capacity. Sales and marketing work closely to meet customer expectations and maximize sales. Components Production scheduling for AMBER includes giving orders to the production department about the volume of units to be produced, scheduling personnel, the order of production processing and due dates. Production scheduling also arranges necessary down time for routine maintenance and cleaning. AMBER

PRODUCTION CAPABILITIES PERSONNEL Production scheduling attempts to maximize personnel for Cherry Mobile workforce through job rotation, effective break schedules, cross-training and teamwork opportunities. A balance between work processes, training and group activities creates a more productive workforce. Sales scheduling for the its sales force will produce a productive sales representatives that will be capable as trainings and seminars will be provided to meet up there quotas. CONTINGENCY PLANNING Typically, production schedules is important and create plans that account for potential problems, such as resource outages, machine failure and employment shortages, so personnel and management know what action to take when facing an unexpected glitch in production of AMBER units of Cherry Mobile. Plausible problems may occur so plans should be handed for the sales team’s schedule in order to prevent unwanted unruly that might cause Cherry Mobile AMBER unit inquire a loss. AMBER

CUSTOMER SATISFACTION TESTIMONIAL FROM USERS Customers are the one who purchases the products. And a low price attracts them. Being inexpensive does not require the quality to be compromised. Since customers are the King, best price guarantee is given for them. Testimonial from users: “I thought Cherry Mobile phones are easy to be broken coz its cheap, but my phone is 5 months old now and it’s still running. Actually, I recommend this phone to one friend and after she purchases it, she actually is satisfied. So I am. Sometimes while I am playing my downloaded game applications, it hangs. But I think my RAM is the problem and not my phone.” A 12 year old girl concluded. “This phone is also trendy since it is one of the latest operating systems provided by Android. “ She added. The above testimony is such a good thing to hear, but as a blogger evaluated Cherry Mobile’s quality control services he said it SUCKS because it takes too much of time and money. “Do you want to “crave” for a stylish but issue filled phone?” he added. ” I will never, never, never ever recommend this phone to anyone” he concluded. (This report is already solved by the company) Anyhow, any dissatisfaction can be reported at any Cherry Mobile stores and can be emailed at AMBER

CUSTOMER SATISFACTION BONUS TO CUSTOMERS Giving out bonuses frequently to the customers from their purchase of Cherry Mobile products like the AMBER will leave your customers satisfied with your product offerings. This will increase their sense of loyalty towards the brand. Not only will it cause the customers to stick to Cherry Mobile for as long as possible but also will encourage him/her to be a great patronize and recommend it to other people. Last Christmas the Cheery Mobile has launched the promo “Maligayang Cash Ko” scratch cards. As such, customers may win P 1,000, P 500, power bank, Cherry Mobile planner and P 100,000. This strategy helped boost the consumer excitement and loyalty to the brand. A jelly case suited for the unit AMBER was included as an additional bonus when the customer purchases the unit. And 1 a year warranty for the phone is also certain to the customer for maintenance and checkup for the unit. AMBER

CUSTOMER SATISFACTION PRODUCT TRAINING AND SUPPORT Its way easier to learn to use a gadget if you know the basics so a user’s manual is included in the package as a customer will purchase a Cherry Mobile AMBER android phone. The manual covers a step by step process on how to operate the phone. This manual covers all the needed information for the phone; the manual also includes on how to avail warrantees when factory defects or problems in the purchased handset. AMBER

SALES MANAGEMENT SALES TEAM ORGANIZATION Sales Director Sales Supervisor Distribution Manager Promotion Supervisor Logistic Supervisor Sales Distribution Executive Promotion Executive Staff Staff Staff Representative Organizational Chart The sales team of Cherry Mobile that distributes the AMBER mobile phone unit is headed by the Sales Director who is responsible for creating and delivering these vital sales strategies and plays a crucial role in the accomplishment of the mobile phone company. Under the Sales Director are the following: The Sales Supervisor generally acts as a buffer between the sales team and the upper levels of management. In many cases, policies and other important decisions are made at the higher levels. It is then the duty of the sales supervisor of the Cherry Mobile to ensure that such things are implemented by AMBER

SALES MANAGEMENT the sales team. Under the Sales Supervisor is the Sales Representative serves customers by selling products (AMBER); meeting customer needs. The Distribution Manager oversees their employer's end of the supply chain bringing in Cherry Mobile products and services and shipping them out to customers. Inventory management is the strategic administration of inventory to reduce inventory costs and improve product quality. Under the Distribution Manager is the Distribution Executive who is the one who also supports the distribution manager and also work at a manufacturing plant that markets products of Cherry Mobile directly to businesses and consumers. The Business Manager assist Cherry Mobile there company in reaching goals and objectives related to sales, productivity, profitability and industry penetration, among other areas. The Business Assistant assists the business managers on his assigned tasks while the Business Representative serves as "business counsel" on behalf of Cherry Mobile. For this reason, counsels are generally out in front serving as one of the initial interfaces between the customer and the company acting in a business consulting capacity. The Promotion Supervisor is responsible for planning, supervising, coordinating and executing the marketing, advertising and promotional programs and activities for Cherry Mobile. The Promotion Executive devises develops and implements ideas for promotional marketing campaigns. They are usually involved in all stages of the process, making sure a campaign runs smoothly. The Logistic Supervisor is responsible for the management of resources, information and goods by planning, implementing and controlling goods and services. They also control the packaging, creation, transportation of goods to the consumers. AMBER

SALES MANAGEMENT SALES QUOTA A sales quota is approximately used in many environments where goods or services are sold. It is essentially a target amount of sales that could be assessed on a daily, weekly, or monthly level. Whole selling units (like stores) may have a quota they must try to meet each month, as are individual salespeople. One means of assessing a salesperson's performance is by looking at his or her ability to hit the target on a regular basis or to exceed it. The sales quota of Cherry Mobile Amber is 300 units per month on its distribution branches. As the gaining popularity of AMBER an inexpensive android phone these quota will be meet. Even if quotas aren’t rigidly enforced as a condition upon which further employment takes place in Cherry Mobile, they do need to be talked about, and employees can benefit from review of their ability to meet them. In sales, there is always room for improvement and a review of sales targets may greatly help employee development. AMBER

SALES MANAGEMENT PREPARING THE SALES FORCE Constructing an effective sales force plan can be a grueling task for any manager. The right plan will motivate and incentivize sales force and be aligned with company goals. A poorly written plan can hurt morale, not to mention your bottom line. The prime purpose of a sales force plan is to focus the sales force in alignment with the business strategy of Cherry Mobile for its sale of the AMBER unit. Sales have to be a mutual commitment between the company and the salesperson so quotas should not you shove down their throats of the sales force, they'll choke. This will cause stressed and unmotivated sales force. So setting a realistic quota for the sales force will motivate them to reach that goal. Including a commission component, state labor law requires that it be in writing and signed by both employee and employer, this affects even those plans that combine base salary and commission. Commission will motivate the sales force in preparing them. Rules must be set in the commission component by Cherry Mobile in order to have a serene flow in preparing their sales force. AMBER

SALES PROCESS STEP BY STEP GUIDE FOR SALES TEAM There are many ways to have a productive yet effective sales team. Being good is ruthless if you know you can be neither better nor best. But why should we have the best sales team? Because, a business entity should have revenue or income in order to keeps it going. Sales people don’t just stop at selling because they are making sure first that they should have a profit out of their efforts. They know the variables behind selling price itself that’s why they have in mind that they should be acquiring profit. No profit, the business will eventually stop on its operation. No operation means there’s no work to do. No work results to bad economy (and hungry citizens). Therefore, sales team is important. The following steps will help Cherry Mobile in having the best sales team: Step one: Hire a Great Sales Manager The company needs to employ a manager who is not only willing to engage the team, but can also identify weaknesses and work directly with sales staff to overcome their challenges. Many companies of today just promote their top sales people to managerial positions; it is good but the fact that some sales people are not that good in managing a team. Proper screening of applicants is the answer. Step two: Implement One-on-One Coaching Making the sales people feel that they are cared about can help in boosting their performance and loving their work. AMBER

SALES PROCESS Step three: Put Your Team on a Sales Diet Like anyone leading an unhealthy lifestyle, a sales staff sometimes needs a "sales diet" of sorts to get some perspective on challenges. But it's important to keep a balance between realistic goals and creating too much performance anxiety. Step Four: Looking to the Future, Hire Smart Stability of good performance of the sales force is good but nothing is better than having innovations and improvements from time to time. Quotas should be met constantly and not irregularly. AMBER

SALES PROCESS HOW TO HANDLE PROBLEMS WITHIN THE PROCESS Complaints with the phone and services can happen and is happening now with Cherry Mobile. And the sad thing is, sometimes their sales representatives just don’t give comments or suggestion to answer your problem and worst nags at you. Here are steps to properly handle the situation: 1. Listen to the customer concerns. Generally, concerns over an issue can be handled without it becoming a complaint. The manner in which the concern is handled will determine the intensity of the problem. Get the customer's name, address and phone number.  Acknowledge the problem by asking the customer to give details  Do not take the complaint personally. This could result in a biased decision. 2. Give the customer an opportunity to explain the problem without interruptions. Constantly interrupting the customer will only add fuel to the problem and may end in a shouting match.  Put yourself in the customer's place. Everyone has experienced bad service at some point.  Interrupting the customer will make the person feel your concern with the problem is not genuine.  Apologize for any inconvenience or misunderstanding.  Contact the correct party and explain the situation in the event you are not the right person to handle the complaint. AMBER

SALES PROCESS 3. Don't automatically take an employee's side against the customer.  Write down information regarding the interaction with the customer and how the situation was handled, if applicable. Give a copy of the information to your immediate supervisor. 4. Ask questions to clarify the problems and the causes.  Many times the problem may not be with the price, merchandise or service, but with an employee's negative attitude while dealing with the customer.  If language is a problem, find someone that speaks the customer's language for clear communication to expedite matters.  Explain to the customer that all feedback by a customer is valued by the company. 5. Find out how the customer wants the issue resolved. The resolution could be in the form of a replacement, refund, exchange, store credit or discount on price.  If the customer's request can be met, explain the time it takes to process or what it will entail to make it happen.  When a date is given to the customer, make sure the date is kept, or the delay is explained by a follow-up call or email. AMBER

SALES PROCESS Tips  Always follow up with the customer to ensure the complaint was handled in a quick and courteous manner. Warnings  Unsolved customer complaints can have a negative effect on a company's image. AMBER

ORGANIZATIONAL COMMITMENT ENSURING BUY-IN OF THE INVOLVED PERSONNEL A new initiative without staff support is like dough without yeast: Work as you might, you'll never get it to rise to success. With the right approach, Cherry Mobile can conquest over even the most change-averse staff. A key element in the process is the engagement of all levels of staff throughout the organization of Cherry Mobile. Staff engagement generates additional input and helps build their commitment to the end plan. It is essential to involve employees in the planning of strategy and direction for the organization. Personnel’s input will: Provide insight into issues, challenges, concerns, and opportunities which may not have been known or fully understood. Ensure their "buy-in" to help execute the strategies. The senior management team will not execute the strategies - staff will. Engage them and your strategy execution success rate will increase dramatically. Ensuring processes are successful when a bottom up and top down communication approach is taken. It starts off with a communication to all levels of employees informing them that a Planning process will be undertaken. It includes how they will be involved in this process. This is the bottom up communication. Employees will provide input to the strategic planning process through feedback surveys, focus groups, meetings, etc. regarding their ideas for organizational direction, etc. AMBER

ORGANIZATIONAL COMMITMENT It is followed by the top down communication. Senior management will share the strategic plan with employees. They will communicate to all employees how their engagement will help ensure success in the execution of these strategies. Include strategies to develop a new product or deliver a new service or re-structure a department, etc. They put teams of individuals together to work on these major initiatives and give them investment money to ensure success. The high level of involvement of personnel ensures that they understand the strategic plan. It increases their level of commitment to ensure the strategy is successfully executed because they understand how their work and the work they’re completing on the project helps the organization to realize some or all of one of their key strategies. AMBER

ORGANIZATIONAL COMMITMENT MONITORING AND EVALUATION SYSTEM Monitoring focuses on the appropriate and timely provision and use of project resources focusing primarily on inputs and outputs; evaluation focuses on whether the expected impacts were achieved. Both monitoring and evaluation systems assume that before the project which Cherry Mobile’s AMBER unit was implemented, the designers conducted a problem or situation analysis, determined the proximate and underlying causes of the problem they wanted to address, and developed the project to deal with these specific causes, linking project inputs with desired outcomes and impacts. In the context of this analysis of the linkages from inputs to outputs to outcomes to impacts, financing is considered a given; the project’s input are the resources and services purchased with project funds. INPUT OUTPUT OUTCOMES IMPACTS BENEFITS AMBER

ORGANIZATIONAL COMMITMENT INPUTS The AMBER units of Cherry Mobile is will be manufactured by the foreign company that will be given the full unit force to produce it. Raw materials that will be used in the AMBER unit should be non-toxic for the end users of the said product unit. Also necessary measures are given to considerations like the workforce ability to create the valuable parts of the AMBER unit. Machinery of the mass production should be in good shape in order to create a high end phone unit. The transportation of the units of AMBER will be through at sea by cargo ships from India to the Philippines. INPUT ASSUMPTION The AMBER units will have a high end functions runs with android OS and the unit will be in good shape and quality of the units is worth mass producing for. AMBER units will be distributed to the following Cherry Mobile licensed distributors. OUTPUTS The AMBER units will be displayed and be available in the licensed Cherry Mobile distributors. Cherry Mobile sales representatives will be responsible with the service and product queries by the customers. OUTPUT ASSUMPTIONS The AMBER units will be patronized by the teens and young professionals because of its simplicity and luxurious design and as an inexpensive android phone. AMBER

IMPACTS AMBER as an inexpensive android phone unit will change the game phase of the people because of its price and functionality. This is a step towards a revolution of manufacturing android OS units with inexpensive phone. BENEFITS The AMBER units of Cherry Mobile will be a step to a broader market with inexpensive android phone offerings that will boost the market share here in the Philippines. The growing popularity of these units is just the beginning and future improvements will be carried as time takes by and market shares for these units will take place in a stronghold. AMBER

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