Sie sind auf Seite 1von 7

MARKET VISIT PLAN

Prepared by Bishazit Das


Most marketing plans are primarily driven or determined by market
needs and aims. We need to clarify what needs to be done. For the real
market capturing, to make sales of TME at first we need to make know
our sales persons Marketing Is a Habit, Not an Event.
While construction a market visit plan we need to have a complete
understanding about the product and the products selling personnel. We
also need to ensure the basic for the marketing activities such as:

We should enable each and every sales personnel to understand the


organizational policy to make a successful sale. Thats why we need to
identify the most appropriate marketing mix. The mix should consist of:

The right product


Sold at the right price
In the right place
Using the most suitable promotional techniques.

Sales team must have to consider the Market Table below:


THE MARKET
Target
market
Marketing
strategy

Who are you selling to? Why would they buy your
products/services over others?
How do you plan to enter the market? How do you

intend to attract customers? How and why will this


work?

TME sales action plan:


A sales action plan is a consistent result of a better marketing plan. TME
BD has already completed first three steps of a standard marketing
action plan. So now its time for the last and the final step; sales action
road map. For better understanding the stated words can be presented in
a pictorial manner as below:

The 4W as an action plan:


The 4W will clarify the action toward make a successful sale. Each and
every sales personnel will keep it in there mind that their prime and
supreme action plan is 4W.
When they get the point of 4W incase of create a sale it becomes easier
ever to make it happen successfully. So the marketing team must have to
identify What they are selling, How they can make the sale, Who they
are dealing with and When they gonna make the sale.

Prime market capturing techniques for TME:


TME sales & marketing team will work in an active manner such as
territory representation. Each and every sales person will facilitate TME
with a representation of specific territorial sales. The whole market will
be segmented into four territories.
Sales technique on the basis of territory will such as:
Territory 1
Sales Person 1

Territory 2
Sales Person 2

Territory 3
Sales Person 3

Territory 4
Sales Person 4

Sometimes incase of special need to boost up sales, sales personnel will


run their activities in a co-operative manner to get succeed.

This sort of sales technique will increase the mutual understanding


among the sales personnel and will also facilitate TME with a huge
number of sales. Say for example; if any sales activation at territory 1
requires more then one sales person then sales persons from territory 2
or territory 3 will collaborate with territory 1 sales person to make the
sale success.
Deconstruction of territory:
While deconstructing the territories we can identify specific places
adding with specific territory. Segmented territories are as follows:

Territory
territory
1
territory
2
territory
3
territory
4

Area
Dhanmondi, Mohammadpur, Shaymoly, Nilkhet,
Lalmatia, Zikatola
Gulshan 1, Gulshan 2, Banani, Mohakhali, Kakoli,
Farmgate, Tejgaon, Bangla Motor, Malibagh,
Mouchak, Moghbazar
Uttara, Abdullahpur, Tongi, Basundhara, Kuril

Today businesses have an increasing market focus. If organizations are to


serve the needs of their customers they need to be structured in such a
way as to identify and meet customer requirements. So sales personnel
from different territory should have to stimulate and construct the basic
needs of customers. It may differ from one territory to another but there
must be a daily or weekly conversational period where the sales
personnel can have a recall about the obstacles and solve those with
sharing experience and solving method.
There are a number of processes involved in producing effective
Sales, including:
Identifying the most appropriate market segments to target the Sales
Choosing the best possible media of orientation to enter a territory
Projecting the right message in the adverts
Getting the timing of the approaching right place at right time
Tracking the effectiveness of the selling, such as wordings,
presentation and creating value in the deep mind of clients

Evaluation:
The evaluation process of preferred marketing will take 3 stages such as:

Each and every stage represents the actual outcome of marketing


activities. In case of sales person like the above 3 stages, their
performance will be evaluated according to the success rate of total
marketing process.

Self Assessment:
Self Assessment will take place before and after of any sales action. A
sales person will maintain the chart provided below. The chart will assist
a sales person to evaluate himself incase of his working territory, client
community, response rate and success probability. Its a prior and post
activity that a sales person can easily indicate his success rate other wise
his way of working. The chart is given below:

Actio
n
No.

Action

Venue

Action
Date

Action
Community

Action Plan
Community
Start
Member
Time
Number

Finished
Time

Potential
Clients
No.

Remarka
ble
Clients

Clients
need to
follow up

Remarks