1. 96.503 Issues in Telecommunications
Sales Plan
Sales Channels
Sales Forecast
Plan to achieve forecast
Sales Organization
Pre-Sales support
Post-Sales support
Pricing
Risk and risk management
Time line with major milestones
“Sales Management”, by R. Calvin, McGraw hill, 2000.
15 January 2002
Issues in Telecommunications

2. 96.503 Issues in Telecommunications
Sales Channels
Direct Sales Channels
Using own sales forces
Indirect Sales channel
Distributors, broker and retailers
Value-added Reseller, system integrator, OEM
Solution sell partnership
Mix of above
Determining direct vs. indirect
Customer reach, customer influence, capability, margin
Implications of direct vs. indirect
Selling, marketing, post-sales support
In both cases, Selling can be
In person using sales force
On-line
Telesales
15 January 2002
Issues in Telecommunications

3. 96.503 Issues in Telecommunications
Sales Forecasting
Quarterly, annually
Micro forecast Bottom up:
Past & present sales trend
Factor changes to competition
Factor changes to customers
Factor changes to market
Organize based on:
Region, district, territory, account
Product line, feature
Macro forecast, Top down
Economic condition trend (recession, growth)
Target market condition
Income statement, cash flow
Market share objective
Achieving Forecast:
Sales force growth, geographical growth, address competitor changes
15 January 2002
Issues in Telecommunications

4. 96.503 Issues in Telecommunications
Human Resources
Organization structure & Profile with time
Key employee
Hiring plan
Local awareness campaign
Benefits plan
Company culture
Performance review
Partners plan
Risk and risk management
Time line with major milestones
15 January 2002
Issues in Telecommunications

5. 96.503 Issues in Telecommunications
Operation & Admin
Procurements
Major contractual agreement
Manufacturing management
Suppliers & Partners relationship
Inventory & component supply
IT, facilities
Company operation (payroll,..)
Company data base (ERP)
Customer support (1st line of support)
Back end process: trouble shooting, R&R repair & return, sparing
Risk and risk management
Time line with major milestones
15 January 2002
Issues in Telecommunications

6. 96.503 Issues in Telecommunications
How Does it all fit?
15 January 2002
Issues in Telecommunications