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SALES AND MARKETING

Shoaib Akhter
Shoaib Akhter

This document outlines a proposed roadmap for a company's sales and marketing department. It discusses setting corporate goals for growth, the purpose of expanding markets and increasing market share. It details the major responsibilities of brand awareness, lead generation, customer acquisition, and customer retention. Finally, it addresses budget parameters, support activities, and designing business strategies for different regions and markets.

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PROPOSED ROADMAP SALES & MARKETING DEPT.
Content Corporate Goal Purpose of Sales & Marketing Dept. Responsibilities of S & M Dept. Brand Awareness Lead Generation Customer Acquisition Customer Retention Marketing Budget Parameters Support Activities Sales & Marketing Dept.
Corporate Goal Define Business Goal for Local & Global Markets i.e. Target Growth Rate Value Wise (i.e. Revenue) Volume Wise (Product : Quantity) *(depends on previous data and current market trend and its future prospect ) Sales & Marketing Dept.
Sales & Marketing Dept. Purpose: Increase Market Share Expand Markets *(It assesses the marketing opportunities and target markets and design potential business model to achieve defined corporate goal) . Sales & Marketing Dept.
Major Responsibilities Four basic responsibilities are : 1. Brand Awareness 2. Lead Generation 3. Customer Acquisition 4. Customer Retention Sales & Marketing Dept.
Brand Awareness It creates multi platform visibility and wide reach of company. Basic instruments are A.Online Promotion Local B2B Portal Country Specific B2B Portal Product Specific B2B Portals Online Free Press Release Specific Social Media ( Linkedin etc) B. Print Magazine C. Exhibition D. Tradeshows & Seminars (Product Specific) . Sales & Marketing Dept.
Lead Generation Vital Activity for generating possible sales Industry Specific Business Directories Online Directories Direct Enquiries/Portals Enquiries Direct cold calls (Industry wise) Custom (EXIM) Data Infodrive, Exim Genius, Import Genius(USA), Panjiva(USA) *(also through unconventional sources like business articles, professional business social networks like linkedin etc) . Sales & Marketing Dept.
Customer Acquisition Proper response to customers requirement Information gathering on customer and competitors Intelligence on pain area of customers purchasing activity Regular Follow-up sales activity Regular Visit to Potential Customers Process : It is done through International Market Selection and potential customer identification by Filter Process on the basis of different Parameter. Sales & Marketing Dept.
Customer Retention satisfied customers are truly one of your companys most valuable assets. Customer Satisfaction Feedback Segmentation of Customers Detailed Database with track of customers purchase, complaints and preferences Use data to identify customers who havent purchased in the normal timeframe **Customer Contact Strategy Regular Interval Meet to avoid the ignorance feeling Make Customer feel like Integral Part Sales & Marketing Dept.
Budget Allocation Defined Budget allocation for Marketing & Promotion: Customer Acquisition Customer Visits Exhibitions Brand Awareness Catalogue (Hard Copy & PDF File) Print Magazines Gift & Momento Lead Generation Directories Export Import Data Telephone Expenses Economical Use of Skype / Rynga Others: Samples Couriers Sales & Marketing Dept.
Supports Activities Professional website SEO Activities ( Initially Professional not required) Product information on different platform Product Range (inclusion of some regular molecules) Certifications like ISO , Local GMP, EU & US Certificates Share regular updates on market information and competitors activities Sales & Marketing Dept.
Business Strategy Design Defined business model for every region / markets Collaborative strategy for certain region / markets Strategically design pricing structure Sales Approach Market-wise - Aggressive / Non Aggressive Marketing Strategy Push / Pull Marketing . Sales & Marketing Dept.
THANKS !!!!

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SALES AND MARKETING

  • 1. PROPOSED ROADMAP SALES & MARKETING DEPT.
  • 2. Content Corporate Goal Purpose of Sales & Marketing Dept. Responsibilities of S & M Dept. Brand Awareness Lead Generation Customer Acquisition Customer Retention Marketing Budget Parameters Support Activities Sales & Marketing Dept.
  • 3. Corporate Goal Define Business Goal for Local & Global Markets i.e. Target Growth Rate Value Wise (i.e. Revenue) Volume Wise (Product : Quantity) *(depends on previous data and current market trend and its future prospect ) Sales & Marketing Dept.
  • 4. Sales & Marketing Dept. Purpose: Increase Market Share Expand Markets *(It assesses the marketing opportunities and target markets and design potential business model to achieve defined corporate goal) . Sales & Marketing Dept.
  • 5. Major Responsibilities Four basic responsibilities are : 1. Brand Awareness 2. Lead Generation 3. Customer Acquisition 4. Customer Retention Sales & Marketing Dept.
  • 6. Brand Awareness It creates multi platform visibility and wide reach of company. Basic instruments are A.Online Promotion Local B2B Portal Country Specific B2B Portal Product Specific B2B Portals Online Free Press Release Specific Social Media ( Linkedin etc) B. Print Magazine C. Exhibition D. Tradeshows & Seminars (Product Specific) . Sales & Marketing Dept.
  • 7. Lead Generation Vital Activity for generating possible sales Industry Specific Business Directories Online Directories Direct Enquiries/Portals Enquiries Direct cold calls (Industry wise) Custom (EXIM) Data Infodrive, Exim Genius, Import Genius(USA), Panjiva(USA) *(also through unconventional sources like business articles, professional business social networks like linkedin etc) . Sales & Marketing Dept.
  • 8. Customer Acquisition Proper response to customers requirement Information gathering on customer and competitors Intelligence on pain area of customers purchasing activity Regular Follow-up sales activity Regular Visit to Potential Customers Process : It is done through International Market Selection and potential customer identification by Filter Process on the basis of different Parameter. Sales & Marketing Dept.
  • 9. Customer Retention satisfied customers are truly one of your companys most valuable assets. Customer Satisfaction Feedback Segmentation of Customers Detailed Database with track of customers purchase, complaints and preferences Use data to identify customers who havent purchased in the normal timeframe **Customer Contact Strategy Regular Interval Meet to avoid the ignorance feeling Make Customer feel like Integral Part Sales & Marketing Dept.
  • 10. Budget Allocation Defined Budget allocation for Marketing & Promotion: Customer Acquisition Customer Visits Exhibitions Brand Awareness Catalogue (Hard Copy & PDF File) Print Magazines Gift & Momento Lead Generation Directories Export Import Data Telephone Expenses Economical Use of Skype / Rynga Others: Samples Couriers Sales & Marketing Dept.
  • 11. Supports Activities Professional website SEO Activities ( Initially Professional not required) Product information on different platform Product Range (inclusion of some regular molecules) Certifications like ISO , Local GMP, EU & US Certificates Share regular updates on market information and competitors activities Sales & Marketing Dept.
  • 12. Business Strategy Design Defined business model for every region / markets Collaborative strategy for certain region / markets Strategically design pricing structure Sales Approach Market-wise - Aggressive / Non Aggressive Marketing Strategy Push / Pull Marketing . Sales & Marketing Dept.