Action Plan Manager Date Activity Who Is Responsible? Frequency of Review SAMPLE Action Plan Manager John White Date Activity Who Is Responsible? Frequency of Review Monitor implementation of all action steps Manager and unit managers Weekly Develop new action steps, where necessary, to achieve objectives Manager, unit managers, and sales representatives Biweekly Identify new markets, as necessary Manager, unit managers, and sales representative Monthly Market Analysis Work Sheet Existing Markets Existing Markets Sufficient Size? Geographically Concentrated? Responsible? Approachable? Compatible? Opportunity for ration? SAMPLE Market Analysis Work Sheet Existing Markets Existing Markets Sufficient Size? Geographically Concentrated? Responsible? Approachable? Compatible? Opportunity for ration? Medical/healthcare yes yes yes yes yes yes Pension programs for small business owners yes no yes yes yes yes College instructors questionable no questionable yes questionable no SAMPLE Market Analysis Work Sheet Potential Markets Potential Markets Sufficient Size? Geographically Concentrated? Responsible? Approachable? Compatible? Opportunity for ration? Blue-collar union workers yes yes yes yes yes yes Small businesses; group plans yes no yes yes yes yes Ethnic market — Italian yes no yes yes yes no SAMPLE Personnel Analysis Summary Field Sales Office ___________________________________ Date _________________________________ Name Characteristics That Emphasize Certain Markets Characteristic That Preclude Certain Markets Present Markets Sharon Adams • Likes professional markets • Involved in many civic groups • Knows many small business owners • No weekend work • No medical markets • Pension plans for small business Stephen Bailey • College educated as pharmacist • Has growing medical/health care market • Does not like cold prospecting; prefers to work o
