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This report has been prepared for the management team of Victory Publishing Ltd. - It is intended to outline the current sales and marketing situation within the company.

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CONTENTS Introduction 2 1.1. Market Areas 2 1.1.1. Direct to schools and colleges 2 1.1.2. Direct to Retail Outlets 2 1.1.3. Sales to Wholesalers 3 1.1.4. Sales direct to the Public 3 1.1.5. Overseas 3 1.2. Sales Marketing methods 3 1.2.1. Sales Team 3 1.2.2. Exhibitions 4 1.2.3. Direct Mailing 4 1.2.4. Advertising 4 1.2.5. Overseas Trade Missions 4 Last Year Performance 5 1.3. Sales 5 1.4. Expenditure 5 1.4.1. Sales 5 1.4.2. Marketing 5 2. Strategy for next year 7 2.1. Market Areas to be developed 7 2.2. Product Development 7 2.3. Sales Team Re-organisation 7 3. Management Summary 7 Introduction This report has been prepared for the management team of Victory Publishing Ltd. It is intended to outline the current sales and marketing situation within the company. The major areas of sales and marketing activity over the past year and propose some areas for development over the next twelve months. This report will be circulated to the management team during January 2001. It will then be presented by the Marketing Director at the next Sales and Marketing conference to be held early in February. ...read more.


1.1.5. Overseas Again a small part of our business, we normally deliver to a shipping agent in this country. 1.2. Sales Marketing methods 1.2.1. Sales Team In-house We currently employ a team of twelve salespeople divided into three teams. One team is assigned to School and College sales and goes round to various institutions and exhibitions displaying books and talking to teachers to assess their needs. This information is relayed back to the Marketing staff. The second team consists of sales people who visit bookshops and wholesalers. Sometimes they travel abroad, especially to Southern Ireland, where they have a strong presence. The third team are back in the office taking and entering orders, answering customer queries and liasing with the Marketing and Distribution Departments. For example when a special promotion is implemented, such as an advertisement or flyer with an order form for a particular book, they will set up a special response code for orders resulting from the flyer so that the Marketing team can gauge how successful the promotion has been. Sub-contractor Over the past year we have tried a new venture with a sub-contracted sales team who are visiting schools on a regular basis to sell a variety of educational resources. ...read more.


Note the peak for the Back to School campaigns and promotions. 1.4. Expenditure 1.4.1. Sales The breakdown of costs on sales for last year is shown in the chart below. 1.4.2. Marketing The breakdown of costs on marketing is shown below. 2. Strategy for next year 2.1. Market Areas to be developed We would like to develop the bookshop market further. In this we are including chains of computer stores and supermarkets. We aim to install point of sale units into several chains during the next year. 2.2. Product Development We see more potential in the Primary School market and would like to expand this range. Market Research has also shown a large growth in Adult Education and we should be looking closely at this market. 2.3. Sales Team Re-organisation We can foresee a need to increase the size of the Sales team that visit schools and colleges as this has increased our customer base considerably over the past year. 3. Management Summary The past year has seen a slight decline in sales to schools and colleges with sales to wholesalers and bookshops remaining stable. In the coming year we are aiming for a 5% increase in sales in all market sectors. Sales/Marketing Report Introduction 1 ...read more.

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