Feb 1, 1998 12:00 PM
Designing and implementing a viable sales and marketing plan, much likeconstructing a building, is a multi-stage process. Before making yourpresentation to potential clients, check your blueprints and identify yourallies. Next, lay the foundation for a healthy business through creating astable, consistent sales volume. Ensure the success of your sales staff byproviding them with the proper materials. Fairly pricing the services thatyou provide will establish the framework around which you can create aviable sales and marketing strategy. Coordinate efforts among youremployees to keep everyone focused on the same objectives. Add somelast-minute finishing by determining whether your business should growhorizontally or vertically. Lastly, keep abreast of your competition, andyou will be fully prepared to sell your services. In this month's issue,you will find all of the tools necessary to build the sales and marketingpolicies that will enhance your company's survivability and widen itsprofit margin.