STRATEGIC ACCOUNT BUSINESS PLAN for MARKS and SPENCER

1. Group 7
Trần Ái My – 1258033
Nguyễn Thị Trà My – 1258034
Nguyễn Thiên Phương Linh – 1258030
Đào Ngọc Lan Đài – 1258007
Nguyễn Tấn Huy - 1258023

2. Account Background
Customer Needs
Value Proposition
Sales Opportunities
Sales Strategies
Financial Forecast
Communication Plan
Action Plan

4.  Objective
 We give them good piece of information and varied samples that will make their
products more appealing to their customers to choose from. Also, we will deliver
the materials on time so that client will not have any delay in their production. The
quality of our fabric is always guaranteed which will contribute to the client’s
success.
 Client Business Objectives and Initiatives
 Marks and Spencer specializes in the selling of clothing, home products and luxury
food products. Its mission statement is “Discover Style & Living, your destination
for ideas, inspiration and advice for you, your family and your home.”
 Objectives
▪ Focus on core customers
▪ Ensure product provides quality, style and value
▪ Improve availability and range depth
▪ Increase accountability
▪ Remove distractions

5. President
CSO
Sales Manager
CFO
Accounting Manager
R&D
Designer Costing

6. Team leader
Saleperson #1 Saleperson #2 Saleperson #3 Saleperson #4

7.  In a long-term relationship, QST will offer the
customers lower price yet remain good qualities. The
fabric will not be tore, too soft and shrank in the
production. Moreover, we will have the suitable
delivery day for both sides. On the other hand, good
customer service is considered important since the
customer need the answer for their concerns.

8.  By using our company’s quality fabric, the
client’s reputation as well as the customer’s
trust for their product is not only maintained
but also attract new customer and help client
meet their sale goal in time.

9.  In the fall winter season of 2015, the client
will launch a new collection and also the
demand for cloth for the client’s target
customer is significantly increased. This is a
big sale opportunity for us to close an order.

10. Sales team structure
Recruiting, Training
and Compensation
Sale Presentation

11. identifies eads
communicate
with the leads
supervise
salespersons
Team leader
look after the
orders
contact with
manufactory
department
make sure that
the terms suit
for both sides
follow up the
customers
Salesperson
 Compensation & Sales
quotas & Commissions:
 Taxi fee: $600 / month
 Phone and 3G fee: $350 / month
 Meals fee: $100 / month
 Commissions: 5% sales revenue per
person
 Sales quotas: $5 to $6 million per
year.
 trade shows, hand out the
categories, focus on
answering all the clients’
concerns

12. $0
$50,000
$100,000
$150,000
$200,000
$250,000
1 2 3 4 5 6 7 8 9 10 11 12
revenue
revenue

13. January Febuary March April May June July August
Every week Every week Every week Every week Every week Every week
Build the project
Report the
progress
Report the
progress
Report the
progress
Report the
progress Report the sales
End of month End of month End of month End of month
Present the project
Report the
progress
Report the
progress Report the sales
Twice a month Twice a month
2-3 times a
month
2-4 times a
month
2-4 times a
month Twice a month Twice a month
Make an
appointment
Build the
credibility Presentation Sales Sales
Maintain customer
relationship
Maintain customer
relationship
Trade shows
Customer
meetings
Teammeetings
Management
meetings

14. Action Person Responsible Time Frame
SWOT analysis
Collecting customers feedback/opinions
Establish channels (stores, shops)
Sources of Leads
Territory/products planning
Sharing information
Advertising Marketing department
- e-mail
- brochures, leftlets, catalogue
Sales call
Presentations
Hold events – trade shows
Account planning
Forecasting
Strategic sales analysis
Sales and marketing department April
Sales department May
Marketing department
Half first month of
January
Sales department
Sales and marketing department
Half second month
of January
Febuary, March
Sales department