Business sales plan is vital for the success of company.

Significantly it acts as a strategic plan where an

organization can specify it sales tactics, goals, the target market, the challenges it may experience,
including the necessary steps the organization can follow to execute the plan. Sales goals are typically
vital for growing business as it subjects the sales force to focus on attention on what is important and
also directs the sales person on what to do. As a result, sales goals energize business and enhances its
success. In addition, sales goals lay the foundation for consistent action by helping business in
identifying and analyzing activities and behaviors vital for advancing the sales process. Generally, based
on the research conducted by Howshar (2019), sales goals involve set objectives for the sales teams,
which centers sales key performance indicator and conforms to the overarching business goals.
Generally, sales plan strategizes the business objectives for achievement of success.

Question 1

The typical sales goals may include increasing the revenue of business over within a certain range of
time or boosting customer retention. The executive leadership in collaboration with sales teams and
finance department sets the sales goals that satisfies the ambitions for growth and broader vision of the
business (Howshar, 2019). Finally, it remains as the responsibility of the sales team to translate the set
sales goals to measurable and achievable actions. The first measurable sales goals for Bath and Body
Works business are increasing monthly and annual revenue. Revenue targets lays the fundamental sales
goals. According to the research conducted by Howshar (2019), this is a key performance indicator for
every company’s primary sales goals. Advocating for increase in revenue increase fosters business
success. In conformance to the research conducted by Howshar (2019), revenue is the lifeblood of
company as it increases dictates company’s profit exponentiation. The goal is measurable as the
company can measure its revenue annually or monthly.

The second sales goal of the company is reducing customer churn as it significantly affects customer
retention. Keeping business customers heightens business success, thus reducing customer churn is a
high priority sales goal. Howshar (2019) depicts that customer churn is the percentage of customers who
stop using company’s product during a certain period. For the BBW the typical and measurable sales
goal based on the customer churn is reducing customer churn by 1% per month. The goal is vital to be
adhered to as failure to regulate customer churn can lead to the failure of the business. Another
measurable sale goal for the BBW is increasing units sold and boosting profit margins. The units are
concerned with the number of times a product is sold. The margin is the percentage of profit created
form the company’s sales. Based on this aspect BBW can advocate increasing units sold per profit
margin by 10%. This typical sale goal is measurable and attainable and is vital for necessitates the
company to achieve the target growth or achieve a wider revenue.

Question 2

Marketers needs to use the appropriate sales strategies and tactics for the company to have a large
customer base. Thibodeaux (2022), sales strategy entails game plan on how to achieve the defined
marketing goals and is vital for answering “what if” questions. The sales tactics entails actions that
company takes to put sales strategies in actions. The sales strategies that can define the success of BBW
include, firstly, based on the aspect of price, the company can adopt strategies such as making short-
term tactical reductions and elevating the perceived quality for the achievement of higher selling
margin. In addition, based on the pricing strategies establishing price premiums will fosters competitive
pricing strategies (Jobber et al. 2019). The pricing strategies are viable as they foster the competitive
advantage of the business. Secondly, another strategy is targeting strategy. It involves examining the
consumer preferences, such as they type of products or services, they highly preferer and the ordering
service such as through email or telephone. In addition, the targeting strategy incorporates aspects such
as supplier and customer relationship based on life stage status such as active, lapsed, or dormant
customer (Jobber et al., 2019). In further consideration to Jobber et al. (2019) study, targeting strategy is
equivalent to segmentation and it is viable it fosters sufficient potential purchasing power. Generally,
the strategies depicted above are viable as they enhance a competitive advantage of the business.

The sales tactics encompasses the daily activities of the sales function for the organization to achieve its
marketing and sales objectives. Jobber et al. (2019) suggests that, tactical decision is used for fine tuning
the sales activities. The sales tactics that can be employed for the success of BBW include, firstly,
contacting leads within a short duration. Based on the research conducted by MacDonald (2021), buyers
are more likely to purchase when the initial inquiry is processed withing the short duration. Delayed
process of their inquiries results to reduced interest level. Therefore, the BBW needs to respond
immediately to the leads to boost the sales of the company. Another tactic is scheduling the appropriate
time to call the leads. MacDonald (2021) suggests that buyers are much better in their moods when they
are called at the convenient time for them like early in morning or late afternoon. As a result, these
tactics are viable as they will boost sales performance.

Question 3

Staff motivation is a key to organization’s success as it contributes to higher productivity levels, reduces
staff turnover and other factors. For the purpose of motivating employees, first, it is vital to respect
everyone. Every individual in an organization plays an important role in meeting organizational goals.
Fridman (2021) depicts that differences and division within organizational teams can lead to tearing of
the team apart. Respecting all the staff members fosters a good organization culture where everyone is
valued. As a result, this motivates employees as it creates a welcoming environment. Therefore,
respecting all the BBW staff will create a friendly organizational culture, leading to job satisfactions.
Secondly, another method to motivate staff is by making goals clear and achievable. For instance, based
on the case of BBW, it is necessary for the employee to know what is expected of them. Fridman (2021)
suggests that good leaders are experienced in setting goals that are achievable at individual and team
level. Therefore, making clear and achievable goals motivates employees in accomplishing their tasks.
Finally, another action for motivating sales team is leading them instead of bossing. Fridman (2021)
illustrates that, bosses commands people what to do, but good leaders direct the team where to go.
Therefore, leading sales team in BBW company will help in moving towards highly productive directions.

Question 4

Sales evaluation plan is vital for featuring the development of company’s sales activity in conformance
to the outlined objectives within a particular time frame. Based on the case of BBW, the evaluation plan
entails firstly, reviewing the original BBW sales goals and objectives. Based on the research conducted
by Cross (2022), goals and objectives may change during the implementation process without the
intention of the sales team. As result, reviewing the sales goals and objectives combats any changes that
may occur during implementation of goals and objectives. Secondly, the evaluation plan entails
identifying the performance gaps that exists between the sales goals and the actual outcomes of BBW.
For instance, a sales goal of increasing some BBW productions by some percentage annually, can be
evaluated by the end of the period by examining the sales and financial reports against the sales goals.
In conformance to Zallocco (2009) research, professional selling is vital for fostering long-term customer
relationships and also a result it bridges the gaps that may exist during sales performance measurement.
Thirdly, the evaluation plan entails evaluating the effectiveness associated with promotional sales
strategies. Sales promotion includes techniques that a company can use as part of marketing effort
(Jobber et al., 2019). As a result, leads to long-term customer loyalty to the business and encourage
repeat purchases. Fourthly, the evaluation plan for BBW will incorporate reviewing sales staff
performance by examining the sales plans against the actual performance data to evaluate whether sales
strategies were timely executed. Finally, the plan entails calculating sales plan rate of return and carryout
qualitative analysis of sale performance.

Question 5

The sales activities take place within the overall strategic marketing plan context. The BBW business
deals with a wide range of products such as soaps, lotions and fragrances. The marketing plan focuses
on company’s growth strategy to build effectively build customer relationship and develop new customer
products to target specific customer niches. Firstly, the market plan involves analyzing the market
environment. It entails analyzing the competitive forces, pollical and technological forces that can affect
the business. For instance, despite the fact that BBW has a solid digital commence offering, the company
needs to be forward-looking in using the appropriate technology. Due to this, the company will experience
success and impact the sales plan by bridging the sales performance gaps that may result from
unfavorable marketing environment. Secondly, the marketing plan of BBW advocates in analyzing the
target market in correlation with the current market objectives and performances by following the
appropriate sales techniques. For instance, by examining relationships with the customers and identifying
the stalled sales. As a result, this aspect will impact both business and sales plan as it will enhance taking
of a relationship-led approach and finding the major cause of stalled sales. Plaksi (2021) suggests that
customers need a deep relationship with companies and by adopting the sales process, sales
professional can identify the root cause of stalled sales. Finally, the marketing plan entail incorporate
SWOT analysis to identify the strengths, weaknesses, opportunities and threats to the business.
Therefore, plan will impact the business by fostering effectiveness in execution of its operation and impact
sales plan by strategizing the company objectives.

Sales plan is vital for strategizing business operations. The sales goals for the BBW include increasing the
business revenue, reducing customer churn and increasing units sold and boosting profit margins. In
addition, BBW needs to use appropriate sales strategies and tactics some of which includes pricing
strategies, targeting strategy, contacting leads and scheduling appropriate time to contact leads. The
success of BBW can be achieved by motivating staff to create an organization culture that creates
conducive working environment. The sales evaluation plan significantly analyses the marketing
strategies impact on sales. Finally, marketing plan will help BBW to achieve a sustained growth.
References

Plaksij, Z. (2021). Sales Process: A Roadmap to Better Sales Performance. Retrieved from,
https://www.superoffice.com/blog/sales-process/.

Zallocco, R., Pullins, E. B., & Mallin, M. L. (2009). A re‐examination of B2B sales performance. Journal of
Business & Industrial Marketing.

Cross, V. (2022). How to Evaluate Sales Strategies. Retrieved from,

https://smallbusiness.chron.com/adobe-creative-cloud-grow-business-13771091.html

Fridman, A. (2021). 7 Ways to Motivate Your team. Retrieved from, https://incafrica.com/library/adam-

fridman-7-ways-to-motivate-your-team.

MacDonald, S. (2021). 21 powerful sales techniques. Retrieved from,

https://www.superoffice.com/blog/science-based-selling/

Howshar, S. (2019). 10 Sales Goal Examples for Your Sales Team. Retrieved from,
https://www.chorus.ai/blog/sales-goal-examples
Jobber, D., LANCASTER, G., & Meunier-FitzHugh, K. (2019). Selling and Sales Management Eleventh
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Thibodeaux. (2022). Sales Tactics vs. Strategies. Retrieved from, https://smallbusiness.chron.com/sales-

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