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Sales Forms and Templates
Format: Word Document | Free Download
This Word document provides a format by which a potential customer can be qualified. Based on the information gathered, you will be able to identify where the potential customer is relative to the sales model process -- identified, qualified, active consideration, negotiation, pending sale, or PO received. Developing a step-by-step Customer Creation process is critical to ensuring and tracking the success of your sales process. Prospecting for potential customers is the lifeblood of any company. This tool describes the various stages of a potential customer, what information is necessary to get the customer from stage-to-stage (with the ultimate goal of getting a purchase order from the customer), and the probability of closing the customer at each stage of the process. You will need to modify the probabilities based on your own company's sales cycle.
Format: Excel Document | Free Download
This Excel spreadsheet is a template for developing a sales forecast in units and dollars, by product and channel, for a service business with monthly recurring revenues. Developing a detailed annual sales forecast is an important part of annual business planning. This tool is for a service based business with recurring revenues versus a product based business with periodic sales. It includes a detailed product unit and price point buildup, forecasts by sales channel, account and revenue roll up, year over year analysis and much more.
Format: Excel Document | Free Download
This is Excel spreadsheet is a template for developing an Average Selling Price Trend tracking system. Developing an ASP Trend template is important for tracking what prices your products are selling for. This document allows you to track several products by month, as well as breaking down reseller bundles.
Format: Word Document | Free Download
This is a Word document that defines what motivates people to buy products and services. Developing this guide is important for understanding why customers buy your product or services. It will help you to plan future marketing efforts. This tool looks at motivators, buyers needs, questions to ask, and final solutions.
Format: Excel Document | Free Download
This Excel spreadsheet is a template for a channel or major account sales forecast. Developing a separate forecast for major accounts or strategic channel partners is a crucial part of managing a sales team. These large accounts can "make or break a quarter or a yearly target" so it is important to pay special attention to these accounts. This tool includes several major accounts, the sales reps forecast, a section for management to forecast, the quota target and much more.
Format: Excel Document | Free Download
This Excel spreadsheet is a template for evaluating outsource telemarketing firms on a variety of criteria. Developing a checklist for evaluating outsource firms is an important part of the due diligence process. This tool includes over 30 different criteria to evaluate outsource telemarketing providers.
Format: Word Document | Free Download
This Word document is a template for the development of a commercial sales practices summary when selling to the U.S. Government. Development of a commercial sales practice summary can be essential for growth in your sales department. This tool outlines government special item numbers, discounting policies, types of customers, concessions, and other important information.
Format: Word Document | Free Download
This Word document is a simplified sample commission policy. Developing a sales commission policy is important for setting expectations relative to the payment and timing of commissions and should be included in your Employee Handbook. This is a simplified policy example -- you will need to incorporate verbiage on commissions at termination, achievement of minimum thresholds, etc. based on company specific data. For a sample of the actual commission agreement given to a salesperson, please refer to any of the agreements in the Sales section on our site.
Format: Word Document | Free Download
This Word document is one company's example of "passion points" for its vision and products used by sales people to generate excitement and enthusiasm with potential clients. Developing a passion for your product is important to both your company and your customers. This tool outlines a number of different points for you to use in selling your product to the end users.
Format: Powerpoint Document | Free Download
This original PowerPoint material was gathered during an 18-month research project and given as part of an executive workshop that looked into the trouble some very successful high tech companies had as they grew to eventual success. This section of the Growth Traps and Beyond material describes all of the elements required to develop a complete definition of your Competitive Space. Understanding your competition and the competitive landscape is crucial prior to working on and launching a new product. This presentation walks you through how to determine the competitive space, industry attractiveness, competitor analysis, customer analysis, and environmental factors affecting your business.
Format: Word Document | Free Download
This Word document provides a review of Computer Reseller Definitions. Developing a list of definitions can be a time consuming task. This tool outlines terms such as mail order, VAR, system integrator, and software only store.
Format: Excel Document | Free Download
This Excel template is for tracking Customer Rebates. Developing a Customer Rebate Statement is important for tracking your company wide rebates. This tool includes a summary of rebates, rebate varieties for separate companies, shipping rebates, and much more.
Format: Excel Document | Free Download
This Excel spreadsheet is a template for tracking sales on a daily basis by sales rep. Developing a system to track daily sales by sales rep is crucial to maximizing sales rep productivity and ROI. This tool includes days of week, rep names, summary roll ups and more in a chart format.
Format: Excel Document | Free Download
This Excel spreadsheet is a template for a daily sales report by sales rep with monthly summary information. Developing a system to track daily sales by sales rep is crucial to maximizing sales rep productivity and ROI. This tool includes days of week, rep names, summary roll ups and more.
Format: Word Document | Free Download
This Word document is a sample Compensation Agreement for a Director of Channel Sales. Developing a Compensation Agreement for a Director Of Channel Sales is important for outlining performance expectations. This tool clearly shows targets, yearly quotas, commissions and payments, and other vital information.
Format: Powerpoint Document | Free Download
This original PowerPoint material was gathered during an 18-month research project and given as part of an executive workshop that looked into the trouble some very successful high tech companies had as they grew to eventual success. This section of the Growth Traps and Beyond material describes the role of Distribution & Pricing and how it impacts your competitive position and business success. A company's distribution and pricing strategy can create a sustainable competitive advantage. This presentation discusses the various types of channel design, the use of hybrid channels and potential conflicts when using multiple channels, price fundamentals, distribution costs, the impact of the gray market, and how all the above influences your company's competitive strategy.
Format: Word Document | Free Download
This Word document is a template for establishing a distributor contract agreement. Developing a Distributor Agreement is important for any company that sells through channels. This tool provides a look at definitions, sole distributors, ordering procedures, prices, support, and much more.
Format: Excel Document | Free Download
This Excel spreadsheet is a template for tracking Domestic Bookings by Channel. Developing a Domestic Bookings by Channel template is important for viewing the progress of sales throughout various channels. This document allows you to look at several different areas including bookings to end users, education institutions, government, and other important categories.
Format: Word Document | Free Download
This Word document is a template for establishing the guidelines by which two companies will accept purchase and sales transactions via electronic media. In today's environment, many companies are looking for ways to run their businesses more efficiently and more productively. By using electronic data exchange, the chances for errors are reduced and the delays typically found when using a paper-based system are minimized. This document establishes the guidelines and formats by which an electronic data exchange can be facilitated.
Format: Word Document | Free Download
This Word document defines the functions of Electronic Data Interchange (EDI) transmissions. Developing an understanding of the EDI processes can provide a competitive advantage over your competitors. This tool includes the benefits of EDI, requirements of implementation, purchase orders, inventory, and much more.
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