What is going on within your company? You have to know where you are at before you start going forward. Take a look and consider some of these questions before you start describing your future state>
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Compared to last year sales to this year?
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What were the reasons for your predictions, did they come true?
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Describe the 3 to 5-year trends that are affecting sales.
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Of your product lines, rate the most successful to least successful and why.
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What percentage of your sales are to repeat customers versus first-time customers?
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Identify and rate the reasons customers return to you.
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Describe what attracts new customers to your product or services.
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Geographically, where do sales typically fall and why?
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What market share do you feel you have in these areas?
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What will be the key reasons for success and possibly failure in opening up new territories?
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How important are the following issues to the actual sale:
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Availability
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Financing
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Customization
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Sales terms
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Price
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Warranty
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Delivery costs
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Timeliness of quotes
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Discounts
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Service support
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Solution to a problem
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Past relationship
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Other issues
Now complete your marketing calendar and list your events and collect your material and see what was useful and what was not. Now you can map out where you are at and start thinking about the future.
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