Course : Build and manage the Sales Action Plan
Practical course - 3d
- 21h00 - Ref. PAC
|
Download in PDF format
Share this course by email
 | Analyze your portfolio or market |
| Set objectives and develop a global sales strategy |
| Build a Sales Action Plan and translate it into operational marketing actions |
| Monitor, evaluate and adapt your Sales Action Plan |
| Promote the Sales Action Plan to management and staff |
Intended audience
Sales executives, sales managers, sales managers, anyone in charge of deploying operational and sales strategies.
Prerequisites
Knowledge of marketing.
Practical details
Hands-on work
Theoretical input and practical exercises
Teaching methods
Active, participative teaching methods. Alternating theory/practice with application to the context and experience of participants.
Course schedule
1 From marketing plan to sales action plan
- The CAP: translating marketing objectives into sales objectives.
- Define marketing and sales indicators.
- Understand the architecture of the process and its stages. Prevent conflicts with other functions.
Exercise
Define sales objectives.
2 Analysis and diagnosis
- Understand significant facts by market and customer segment.
- Customer portfolio analysis. Sales team strengths and weaknesses.
- Study the competition.
- Build the SWOT matrix by sales sector.
Exercise
Diagnosis (Porter's matrix, key success factors, SWOT).
3 Define your target strategy
- Validate strategic business areas (SBAs): strategic segments and targeting, products...
- Set actions in line with marketing objectives: ABC, product/customer matrices.
- Define positioning by customer segment.
Exercise
Construction of a product/customer segmentation table and study of the corresponding positioning.
4 Decide on actions and build your Sales Action Plan
- Analyze performance and areas for improvement.
- Define your pricing strategy.
- Distribution: definition of pricing policy and appropriate network.
- Communication: promotions, consumer advertising, sales force management.
- Sales policy: matching resources to initial strategy.
- Building an internal and external action plan.
Exercise
Study of priority actions to be taken (prospecting, loyalty-building, sales force management).
5 Plan, launch and control actions
- Draw up the projected operating statement.
- Drafting of action description sheets.
- Draw up an inventory of resources: selection and distribution.
- Draw up customer, operational marketing and management action plans.
- Monitoring dashboards.
Case study
Finalized sales action plan.
6 Knowing how to "sell" your PAC to your superiors and colleagues
- Simplify CAP presentation.
- Find the right arguments to win over customers.
- Sell your CAP to management and salespeople.
- Launch the action: the marketing/sales meeting.
Exercise
Sales action plan training.
Customer reviews
4,5 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
CHRISTINE P.
07/04/25
5 / 5
Review of many concepts. Comprehensive programme: Selection of the CAP to be launched, Selling the CAP, Communication, Monitoring the CAP, etc. Lots of exchanges with the trainer and participants.
HEIKO Z.
07/04/25
5 / 5
I felt that the trainer had a great command of the subject. There was no risk of getting bored or losing interest despite the density and pace of the training. A number of tools, principles, rules, etc. were communicated that complement the central subject of the sales action plan.
JOCELYN D.
07/04/25
4 / 5
Very comprehensive course with lots of interesting tools.
Publication date : 02/19/2024
PARTICIPANTS
Sales executives, sales managers, sales managers, anyone in charge of deploying operational and sales strategies.
PREREQUISITES
Knowledge of marketing.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Sales executives, sales managers, sales managers, anyone in charge of deploying operational and sales strategies.
PREREQUISITES
Knowledge of marketing.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Dates and locations
Select your location or opt for the remote class then choose your date.
Remote class
Last places available
Guaranteed date, in person or remotely
Guaranteed session