Your Sales Team and Tactics

Would you like to send the completed form to yourself or someone else by e-mail? If so, please provide the following:

PROCESS

1. How will you generate leads for salespeople? (Direct mail, advertising, etc.)
   
2. Will they make cold calls or call only by appointment?
   
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• Will they make their own appointments or will an assistant do that?
  
3. How many contacts will each salesperson make in-a week or month?
   
4. How will you communicate with prospects before the sales call?
   
• How will you follow-up after the sales call?
  
5. Will you sell by phone? Yes  No
6. Will you sell by mail order? Yes  No
7. Who handles order fulfillment?
   
• What is the process for fulfilling orders?
  
8. Who does credit checks?
   
   • What are your criteria for selling on credit?
     

PERSONNEL

1. Who will handle outside sales?
   
   • Inside sales?
     
2. What sales volume will salespeople be expected to achieve:
   • Per month?    $
   • Per quarter?    $
   • First year?    $
   • Second year?    $
3. How will salespeople be compensated?
   • Salary? Yes  No    $
   • Commissions? Yes  No    $
4. What expenses will salespeople incur?
   • Travel? Yes  No    $
   • Meals? Yes  No    $
   • Accommodations? Yes  No    $
   • Other expenses? Yes  No    $
     (list expected expenses below)
     
   .
5. How many sales calls, on average, will it take to make a sale?
   
6. What is your total estimated cost per sales call?    $
   (add all of your sales expenses from this worksheet)

Estimated Annual Cost, Direct Sales:    $