SnM Sample

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SAMPLE PACKAGE

Sales and MarketingPolicies, Procedures & Forms

ABR44

This Sample Package contains:

Part A: Overview of the Sample Package (1 page)Part B: Table of Contents (12 pages)Part C: Policy, procedures and form set (12 pages)


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Bizmanualz

Sales and Marketing Policies, Procedures & Forms

A: Overview of the Sample Package

Thank you for viewing this sample content from the Sales and MarketingPolicies, Procedures and Forms.

The following 14 pages contain an abridged version of the Table of Contents,with key sections shown in full detail and supporting sections listed as TabHeadings only.

Following the Table of Contents is a complete policy, procedures and form(s) setfrom this manual. This policy forSituational Analysis exemplifies the content,writing style and format of the full manual. The Manufacturing Procedure

(MP1040) is located in the manual under Tab 400: Marketing Planning.

TERMS AND DEFINITIONS

Manual:A system of approved policy statements and corresponding procedural guidelinesand supporting forms that direct an organization toward its operational goals.

Policy:A stated course of action with a defined purpose and scope to guide decision-makingunder a given set of circumstances within the framework of corporate objectives, goals and

management philosophies.

Procedure:A series of prescribed steps followed in a definite regular order which ensureadherence to the guidelines set forth in the Policy to which the Procedure applies

Ac tivi ty :An action, element or decision representing a prescribed step in the Procedureprocess.

Task:A detailed component of an Activity specifying required behavior to complete theactivity.

Form:A pre-formatted document containing instructions and place-holders for data entry tomonitor progress through a particular Procedure and to ensure proper record-keeping.

Af ter viewing this pdf, close the w indow to return to the B izmanualz webs ite toplace an order or view samples from our other products.

Whats in the Shipment:1. Three-Ring Binder with over 650 pages of printed material2. CD-Rom with all content in MS-Word files


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Sales and Marketing Policies, Procedures & Forms Bizmanualz.com

____________________________________________________________________________________Sample Package Page 3 of 28

Sales and MarketingPolicies, Procedures, and Forms

Table of Contents

Section ID Section Name Tab

100 Introduct ion ..................................................................... Tab 1

200 Manual Preparat ion......................................................... Tab 2

1. Introduction

2. Installation Instructions

3. Your Sales and Marketing Executives' Manual

4. Effective Communication5. Sales and Marketing Procedures

300 Sales and Marketing Execut ives' Manual ..................... Tab 3

1.0 Purpose

2.0 Scope

3.0 Management Responsibility

4.0 Sales & Marketing Management System

5.0 Processes and Controls

6.0 Resource Management

400 Marketing Planning ......................................................... Tab 4

MP1000 Strategy Team

1.0 Forming the Strategy Team

2.0 Planning a Development Schedule

3.0 Project Cycle Management

4.0 Project Review

Forms/Records

MP1000-1 Project Planning Timeline

MP1000-2 Project Status Report

MP1000-3 Strategy Team Review Checklist


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MP1000-4 Project Progress Review Checklist

MP1010 Stakeholder Analysis

1.0 Identify Project Stakeholders and Interests

2.0 Determine Stakeholder Influence and Importance

3.0 Stakeholder Analysis Review

4.0 Stakeholder Analysis Report

Forms/Records

MP1010-1 Stakeholder Analysis Matrix

MP1010-2 Stakeholder Analysis Review Checklist

MP1010-3 Stakeholder Analysis Report

MP1020 Vision and Mission

1.0 Vision and Mission Statement Background

2.0 Mission Statement

3.0 Vision Statement

4.0 Communicating the Vision / Mission

5.0 Vision / Mission Review

MP1030 Marketing Research / Analysis1.0 Objective The Target Market

2.0 Identifying the Target Market

3.0 Collecting and Organizing Market Data

4.0 Analyzing and Interpreting Market Data

5.0 Findings & Conclusions

6.0 Adjusting the Marketing Database

Forms/Records

MP1030-1 Market Segmentation Worksheet

MP1030-2 Marketing Database

MP1030-3 Market Analysis


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MP1040 Situational Analysis

1.0 Situational Analysis Introduction

2.0 Assessing the Company's Situation

3.0 Scoring Attributes

4.0 Analyzing Data

5.0 Situational Analysis Report

Forms/Records

MP1040-1 SWOT Analysis Worksheet

MP1040-2 Competitive Analysis Worksheet

MP1040-3 Situational Analysis Report

MP1050 Goals and Objectives

1.0 Goals and Objectives Background

2.0 Setting Goals and Objectives

3.0 Reviewing and Finalizing Goals and Objectives

4.0 Communicating Goals and Objectives

5.0 Monitoring Goals and Objectives

Forms/Records

MP1050-1 Goals/Objectives WorksheetMP1050-2 Goals/Objectives Statement

MP1060 Marketing Strategy

1.0 Marketing Strategy Introduction

2.0 Developing Marketing Strategy

3.0 Finalizing Marketing Strategies

4.0 Marketing Strategy Review

Forms/Records

MP1060-1 Marketing Strategy Matrix

MP1060-2 Strategy Checklist

MP1060-3 Marketing Strategy


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MP1070 Marketing Plan

1.0 Marketing Plan Background

2.0 Developing the Marketing Plan

3.0 Reviewing and Finalizing the Marketing Plan

4.0 Monitoring the Marketing Plan

Forms/Records

MP1070-1 Marketing Plan

MP1070-2 Marketing Budget Template

410 Marketing Tact ics............................................................ Tab 5

MT1000 Advertising

1.0 Advertising Plan Background

2.0 Developing the Advertising Plan

3.0 Monitoring & Measuring the Advertising Plan

4.0 Updating the Advertising Plan

Forms/Records

MT1000-1 Advertising Review Worksheet

MT1000-2 Advertising Objectives-Strategies Worksheet

MT1000-3 Advertising PlanMT1000-4 Advertising Schedule (Sample)

MT1010 Internet Marketing

1.0 Internet Marketing Background

2.0 Developing the Internet Plan

3.0 Implementing the Internet Plan

4.0 Monitoring the Internet Plan

5.0 Updating the Internet Plan

Forms/Records

MT1010-1 Internet Planning Worksheet

MT1010-2 Internet Plan

MT1010-3 Keyword Log


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MT1020 Public Relations

1.0 Background

2.0 Developing a Public Relations Plan

3.0 Implementing the PR Plan

4.0 Monitoring the PR Plan

5.0 Updating the PR Plan

Forms/Records

MT1020-1 Public Relations Plan Worksheet

MT1020-2 PR Event Checklist

MT1020-3 Public Relations Plan

MT1020-4 Media Kit Checklist

MT1020-5 Press Release Template

MT1020-6 PR Events Log

MT1030 Trade Shows / Events

1.0 Planning Trade Shows and Events

2.0 Exhibiting

3.0 Trade Show/Exhibit Evaluation

4.0 Adjusting the Trade Show/Exhibit PlanForms/Records

MT1030-1 Trade Show / Event Planning Worksheet

MT1030-2 Trade Show Plan

MT1030-3 Trade Show Worksheet

MT1030-4 Trade Show Checklist

MT1030-5 Trade Show / Event Supply Checklist

MT1030-6 Equipment Request from Inventory

MT1030-7 Show Registration

MT1030-8 Visitor Evaluation

MT1030-9 Trade Show / Exhibit Summary


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MT1040 Direct Mail

1.0 Introduction / Background

2.0 Direct Mail Planning

3.0 Direct Mail Campaign

4.0 Monitoring and Measuring Direct Mail

5.0 Adjusting the Direct Mail Plan

Forms/Records

MT1040-1 Direct Mail Planning Worksheet

MT1040-2 Direct Mail Budget Worksheet

MT1040-3 Direct Mail Plan

MT1050 Lead Management

1.0 Planning Lead Management

2.0 Implementing the Lead Management Plan

3.0 Monitoring and Measuring Lead Management

4.0 Improving Lead Management

Forms/Records

MT1050-1 Lead Management Plan

MT1050-2 Leads DatabaseMT1050-3 Lead Management Status Report

420 Sales ................................................................................ Tab 6

SL1000 Customer Life Cycle Management

1.0 Customer Life Cycle Stages and the Sales Pipeline

2.0 Customer Life Cycle Management Plan

3.0 Customer Life Cycle Management

4.0 Monitoring Customer Life Cycle Management

5.0 Improving Customer Life Cycle Management

Forms/Records

SL1000-1 Customer Life Cycle Management Plan


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SL1010 Sales Management

1.0 Sales Management Plan Overview

2.0 Developing the Sales Management Plan

3.0 Executing the Sales Management Plan

4.0 Monitoring the Sales Management Plan

5.0 Correcting the Sales Management Plan

Forms/Records

SL1010-1 Sales Management Plan

SL1010-2 Sales Forecast

SL1010-3 Weekly Sales Summary

SL1020 Qualifying Leads

1.0 Qualifying Leads Planning

2.0 Qualifying Leads

3.0 Monitoring the Qualifying Process

4.0 Improving the Qualifying Process

Forms/Records

SL1020-1 Prospect Management Plan

SL1020-2 Prospect DatabaseSL1020-3 Qualifying Questionnaire

SL1030 Sales Calls

1.0 Planning Sales Calls

2.0 Conducting Sales Calls

3.0 Monitoring Sales Call Effectiveness

4.0 Adjusting the Sales Call Process

5.0 Sales Account Maintenance

Forms/Records

SL1030-1 Sales Plan

SL1030-2 Customer Database

SL1030-3 Order Database


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SL1030-4 Customer Contact Worksheet

SL1030-5 Sales Account Maintenance Plan

SL1040 Customer Improvement

1.0 Customer Improvement Plan

2.0 Customer Improvement Actions

3.0 Measuring Customer Improvement

4.0 Enhancing Customer Improvement

Forms/Records

SL1040-1 Customer Improvement Plan

SL1040-2 Customer Improvement Goals Worksheet

SL1050 Customer Service

1.0 Customer Service Goals

2.0 Customer Service Plan

3.0 Servicing Complaints and Feedback

4.0 Measuring Customer Service

5.0 Improving Customer Service

Forms/RecordsSL1050-1 Customer Feedback Form

SL1050-2 Customer Complaint-Feedback Strategy

430 Sales / Marketing Administration .................................. Tab 7

AD1000 Document Control

1.0 Procedure Format

2.0 Work Instructions

3.0 Forms

4.0 Sales Collateral

5.0 Document Approval

6.0 Temporary Document Changes

7.0 Document Revisions


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8.0 External Documents

9.0 Document Distribution

10.0 Document / Collateral Review

Forms/Records

AD1000-1 Document Request

AD1000-2 Document Control Database

AD1010 Record Control

1.0 Identification of Records

2.0 Record Generation

3.0 Filing and Tracking

4.0 Record Maintenance

Forms/Records

AD1010-1 Sales/Marketing Records List

AD1020 Sales Supplies

1.0 Identifying Sales Supplies

2.0 Supplying Salespeople

3.0 Measuring Use and Effectiveness of Sales Supplies4.0 Updating the Sales Supply List

Forms/Records

AD1020-1 Sales Supply Checklist/Order Form

AD1030 Sales Compensation

1.0 Sales Compensation Plan - Background

2.0 Creating the Sales Compensation Plan

3.0 Monitoring the Sales Compensation Plan

4.0 Improving the Sales Compensation Plan

Forms/Records

AD1030-1 Sales Compensation Plan


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AD1040 Sales Hiring

1.0 Sales Hiring Plan

2.0 Selecting Sales Candidates

3.0 Interviewing Sales Candidates

4.0 Second Interviews and Making an Offer

5.0 Monitoring the Sales Hiring Process

6.0 Improving the Sales Hiring Process

Forms/Records

AD1040-1 Qualification Checklist

AD1040-2 Interview Guidelines

AD1050 Sales Training

1.0 Sales Training Plan

2.0 Sales Training

3.0 Monitoring Sales Training

4.0 Improving Sales Training

Forms/Records

AD1050-1 Sales Competency Matrix

AD1050-2 Individual Sales Training RecordAD1050-3 Sales Training Plan

AD1060 Meetings

1.0 Meetings Background

2.0 Preparing for Meetings

3.0 Conducting Meetings

4.0 Meeting Follow-Up

5.0 Meeting Review

Forms/Records

AD1060-1 Meeting Agenda


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440 Product Management ..................................................... Tab 8

PM1000 Product Life Cycle Management

1.0 Product Life Cycle Management Background

2.0 Product Life Cycle Management Plan

3.0 Following the Product Life Cycle

4.0 Monitoring Product Life Cycle Management

5.0 Improving Product Life Cycle Management

Forms/Records

PM1000-1 Product Life Cycle Management Plan

PM1010 Product Development

1.0 Product/Process Initiation

2.0 Determining Requirements and Objectives

3.0 Meeting Requirements and Objectives

4.0 Design Acceptance

5.0 Design Validation and Testing

Forms/Records

PM1010-1 Request for Engineering Action

PM1010-2 Requirements DefinitionPM1010-3 Product Brief

PM1010-4 Design Review Checklist

PM1010-5 Design Completion Checklist Electromechanical Devices

PM1010-6 Design Completion Checklist Non-ElectromechanicalDevices

PM1010-7 Product Test

PM1020 Product Launch1.0 Product Launch Plan

2.0 Executing the Product Launch Plan

3.0 Monitoring the Product Launch Plan

4.0 Improving the Product Launch Plan


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Forms/Records

PM1020-1 Product Launch Plan

PM1030 Product Recalls

1.0 Product Recall Initiation

2.0 Product Recall Communications

3.0 Handling Recalled Product

4.0 Review of Product Recall Process

Forms/Records

PM1030-1 Product Recall Request (Internal)

PM1030-2 Food Product Recall Checklist

PM1030-3 Non-Food Product Recall Checklist

PM1030-4 Product Return Form

PM1040 Customer Requirements

1.0 Requirements General

2.0 Requirements Acquisition

3.0 Revised Requirements4.0 Requirements Review

Forms/Records

PM1040-1 Customer Requirements Checklist

500 Guide to Internet Marketing ........................................... Tab 9

600 Index ................................................................................ Tab 10

700 Notes ................................................................................ Tab 11


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Document IDMP1040

TitleSITUATIONAL ANALYSIS

Print Datemm/dd/yyyy

Revision1.0

Prepared By Date Prepared

Effective Date Reviewed By Date Reviewed

Approved By Date Approved

Applicable Standard: None

Policy: The Company should periodically (annually, at a minimum) conductan investigation and analysis of the market environment.

Purpose: To develop an understanding of where and how the Company issituated and how it interacts with the business environment; torealistically evaluate its current situation and prospects in order todevelop a meaningful business (and marketing) strategy; to knowwhere the Company stands, where it wants to go, and how it is goingto get there; to leverage the Company's strengths and correct orminimize its weaknesses.

Scope: This procedure applies to the Company President/CEO, theMarketing Manager, and the Sales Manager.

Responsibilities: The CEO/President is responsible for ensuring the situationalanalysis is appropriate for developing marketing and sales strategies.

The Strategy Team is responsible for gathering information on the

Company's situation, analyzing the information, and preparing andpresenting a situational analysis report.

Definitions: Situational analysis An in-depth process for developing anunderstanding of the needs of the customer, which involves acombination of data gathering techniques conducted from a varietyof internal and external perspectives; a methodology used to aid theorganization's strategic planning process; identifying, evaluating, andplanning around the organization's strengths, weaknesses,opportunities, and threats. Also known as a "SWOT analysis".

SWOT Stands for "Strengths, Weaknesses, Opportunities, and

Threats", aspects of a situational analysis.

Procedure:

SITUATIONAL ANALYSIS INTRODUCTION

1.1 Strengths and weaknesses, when compared and contrasted with opportunities and threats,offer meaningful insight into the Company's condition and potential. The value of


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situational analysis lies in bringing all this information together, helping the Companyevaluate and prioritize critical issues.

1.2 The Strategy Team should review the MP1010-3 STAKEHOLDER ANALYSISREPORT and the MP1030-3 MARKET ANALYSIS and from those, assemble a list ofCompany and target market attributes. Attributes may beperceptual as well as factual;

for example:

Company Attributes Target Market Attributes

Company size (sales volume, numberof employees/locations, etc.)

Breadth of product/service line

Financial soundness

Uniqueness, quality ofproducts/services

Company management structure

Highly-skilled, trained, qualified

employees ISO 9001 certified

Small but diverse customer base

Not technologically astute (savvy)

Small businesses (< $5,000,000annual sales)

Privately-held, stand-alone firms

Major purchasing/leasing decisionsmade or approved by President/CEO/owner

In business < 5 years

Sales growth rate averaging > 20%per year

Outsourcing some back-officefunctions (e.g., payroll, Web design)but not key functions

1.3 The Strategy Team should consider a wide range of attributes/issues. However, allattributes should be realistic andshould be evaluated realistically.

ASSESSING THE COMPANY'S SITUATION

2.1 The Strategy Team should list the Company's strengths the Company's strengths and

those of its products/services on MP1040-1 SWOT ANALYSIS WORKSHEET,section "A". Strengths arepositive internal attributes the Company has control overthem and, therefore, should maintain, strengthen, or utilize (leverage) them to itsadvantage.

(NOTE: Examples of Company strengths, weaknesses, opportunities, and threats areshown on the MP1040-1 SWOT ANALYSIS WORKSHEET following this procedure.)

2.2 The Strategy Team should list the Company's weaknesses negative internal attributesthat it should work to stop, remedy, or prevent in section "B" of MP1040-1.

2.3 The Strategy Team should list opportunities in section "C" of MP1040-1. Opportunitiesare typically external events or issues that represent the Company'spotential what the

Company can be ifit recognizes andacts appropriately on the right opportunities. TheTeam should check as many sources of information (government reports, industry/tradeor general news media, word of mouth, etc.) as possible for awareness and knowledge ofopportunities.

2.4 The Strategy Team should list threats in section "D" of MP1040-1. Threats are usuallyexternal in nature they are outside the Company's ability to control them. Threatsrepresent the Company's negative potential, or what the Company will become if it failsto recognize andappropriately deal with threats. Awareness and knowledge of threats


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comes from listening to or searching as many sources of information (governmentreports, news media, word of mouth, etc.) as possible.

SCORING ATTRIBUTES

3.1 The Strategy Team should score (rank) Company or product strengths on the basis of

differentiation. If the market wants a certain product feature and your product is the onlyone that has it, that feature differentiates your product from the competition. If most orall competitors have the same feature, it doesn't differentiate your product from the rest.

(See MP1040-1 SWOT ANALYSIS WORKSHEET, right side of sections A-D, forguidance on scoring/ranking strengths, weaknesses, etc.)

3.2 The Strategy Team should score Company/product weaknesses according to how muchof an impact they are having (or could have, if not corrected) on the Company's ability tocompete or satisfy the needs of the market. As an example, the Team would score "donot receive orders via the Web" high if some or all competitors could take orders on theirweb sites.

3.3 The Strategy Team should score Company/product opportunities by balancing thepotential risks and rewards associated with each. Every opportunity has an upside and adownside the Team has to decide whether the rewards promised are worth the risk offailure (see Figure 1).

Reward Low Medium High

HighPoor(1)

Fair(2)

Fair-Good(2-3)

MediumFair(2)

Good (3)Better

(4)Risk

LowFair-Good

(2-3)Better

(4) Best (5)

Figure 1 Sample Oppor tuni ty Risk / Reward Matrix

3.4 The Strategy Team should score Company/product threats based on the likelihood oftheir happening andthe potential impact to the business if or when the threat materializes(see Figure 2).

3.5 The Strategy Team, having listed and scored strengths, weaknesses, opportunities, andthreats, should lay them out in a "SWOT matrix" (see MP1040-1, section "E") to promotediscussion and help Team members understand how these attributes fit into the big

picture.


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Impact Low Medium High

HighLow-Medium

(2-3)High (4)

Very High(5)

Medium Low(2)

Medium (3) High(4)

Likelihood

LowVery Low

(1)Low(2)

Low-Medium(2-3)

Figure 2 Sample Risk Matrix / Threat Scoring

ANALYZING THE DATA

The Strategy Team should identify and list the Company's competition (chief competitors, atleast). It should then make a list of each competitor's strengths and weaknesses.

The Strategy Team should use MP1040-2 COMPETITIVE ANALYSIS WORKSHEET to listimportant attributes strengths, weaknesses, opportunities, and threats (col. 1) andindicate where the Company places with regard to those attributes (col. 2).

The Strategy Team should next address the competition how they compare with the Company,attribute for attribute, in columns 3-5 of MP1040-2.

The Strategy Team should identify which attributes are of greatest importance to the marketplacein column 6 of MP1040-2, to help the Company focus its attention and resources onstrengths, weaknesses, opportunities, and threats that are most important to the market.

SITUATIONAL ANALYSIS REPORT

The Strategy Team should prepare a preliminary (draft) report, using MP1040-3 SITUATIONAL ANALYSIS REPORT for guidance.

Executive Summary The Strategy Team should present a concise overview of thesituational analysis, summarizing the sections of the report that follow it. Though thissection is presented first, the Strategy Team should develop it after all the othersections are complete.

SWOT Analysis The Strategy Team should list the Company's greatest strengths, itsmost glaring weaknesses, etc., and explain how the Company can use its strengths totake advantage of opportunities that may lie ahead. The Team should also howexplain how the Company could minimize, eliminate, or prevent weaknesses and

thereby minimize harm to the Company if/when threats materialize.

Conclusions / Action Items This final section is where the Strategy Team brings allthe information together and addresses the most promising opportunities and crucialissues discovered in the analysis. The Strategy Team identifies action items issuesthe Company needs to address as well as responsible parties and target dates.


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The Strategy Team should meet with department Management (e.g., Marketing, Sales,Production) to review the analysis draft, checking its work and gaining additional insightsprior to finalizing the MP1040-3.

After making any adjustments to the analysis, The Strategy Team should finalize the MP1040-3 SITUATIONAL ANALYSIS REPORT and present it to the President/ CEO for

approval.

The President/CEO should use the results of the situational analysis in the development of theCompany's goals and objectives (see MP1040 GOALS / OBJECTIVES).

Effectiveness Criteria:

A reasonably thorough and unbiased assessment of the Company's situation.

Ease of developing Company goals and objectives (see MP1040).

References:

A. Sales & Marketing Manual

SMM (section number) "Situational Analysis"

B. Regulations/statutes

None

Additional Resources:

A. None

Records:

MP1040-1 SWOT ANALYSIS WORKSHEET

MP1040-2 COMPETITIVE ANALYSIS WORKSHEET

MP1040-3 SITUATIONAL ANALYSIS REPORT


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Revision History:

Revision Date Description of changes Requested By

0.0 1/1/2007 Initial Release


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MP1040-1 SWOT ANALYSIS WORKSHEET

A. Strengths1 (5=differentiator / 1=not)

Our (number) years of experience in the (type of) business 5 4 3 2 1

We offer customized solutions 5 4 3 2 1 Our cash position, credit rating, etc. 5 4 3 2 1

Quality of our products/services 5 4 3 2 1

Our ability to respond quickly to customer demands 5 4 3 2 1

Highly skilled/trained/certified personnel 5 4 3 2 1

Lean production 5 4 3 2 1

B. Weaknesses (5=critical / 1=not critical)

Our per-unit production cost is higher than the industry average 5 4 3 2 1

Large percentage of Company's business comes from one customer 5 4 3 2 1

Personnel are not adequately trained 5 4 3 2 1

Personnel lack certification(s) 5 4 3 2 1 Cash flow has decreased over the last three quarters 5 4 3 2 1

(name) department lacks adequate process controls 5 4 3 2 1

Web site poorly designed, not user-friendly 5 4 3 2 1

Relying on outdated equipment/technologies 5 4 3 2 1

Lacking special subject matter expertise 5 4 3 2 1

C. Opportunities (5=great / 1=poor)

Rising costs mean companies need to extend useful life of equipment 5 4 3 2 1

Our product (name) can be easily adapted to alternative uses 5 4 3 2 1

Explosive growth in (name) business sector 5 4 3 2 1 Rising personnel costs leading to more outsourcing 5 4 3 2 1

Increasing competition in (name) sector leading to greater reliance onour subject matter expertise 5 4 3 2 1

D. Threats (5=very high / 1=very low)

Single location, near a major fault susceptible to earthquake 5 4 3 2 1

Rising fuel prices may cause us to limit or stop free delivery 5 4 3 2 1

Small businesses in (name) sector not surviving more than two years,on average 5 4 3 2 1

Unstable political situation in (location) 5 4 3 2 1

No business continuity plan in place 5 4 3 2 1

A key component is supplied by only one vendor 5 4 3 2 1

Important patent about to expire 5 4 3 2 1

Form MP1040-1 (30 Apr 2007) Page 1 of 2

1 Strengths, opportunities, etc., are for illustrative purposes only the Company should replace them with its ownpertinent attributes/issues.


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E. SWOT Matrix

Strengths

1.2.3.4.5.

Weaknesses

1.2.3.4.5.

Opportunities

1.2.

3.4.5.

Threats

1.2.

3.4.5.

Form MP1040-1 (30 Apr 2007) Page 2 of 2


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MP1040-2 COMPETITIVE ANALYSIS WORKSHEET

1. Attributes2

2.My Business

3

3.Competitor A

4.Competitor B

5.Competitor C

6. Attribute'sImportance toMarketplace

4

Product

Price

Quality

Reliability

Service

Selection /Variety

Stability

Expertise

Reputation /Image

Location

Appearance

Sales Method

Credit Policies

Advertising

Borrowing rate

Supply, priceof fuel

Other

Other

2 From "MP1030 Market Research and Analysis" and "MP1040 Situational Analysis"3 S=Strength; W=Weakness; O=Opportunity; and T=Threat4 Assign value on scale from 0=Unimportant to 10=Most important


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MP1040-3 SITUATIONAL ANALYSIS REPORT

I. Executive Summary

II. SWOT Analysis

Form MP1040-3 (10 Dec 2006) Page 1 of 2


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III. Conclusions / Action Items

IV. Acknowledgement

Date(Sales Management)

Date(Marketing Management)

Form MP1040-3 (10 Dec 2006) Page 2 of 2


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