This a paper that we prepared in compliance for the subject PROFESSIONAL SALES MANAGEMENT at Capitol University. Hope it can help you guys.

1. Product
Sales Plan
AMBER a Cherry Mobile
android phone
Submitted by:
Bryan Agustin B. Oculam
Princess Bern C. Abella
Submitted to:
Prof. Heidi Grace Mendoza

2. THE PRODUCT
AMBER
AMBER

3. THE PRODUCT
AMBER
This is one of the newest additions of android phone offerings of Cherry
Mobile, which does not require much of your penny, the AMBER. It comes with
the white and black colored cases.
Amber runs with Android 4.2 Jelly Bean one of android's lasted operating
system. With better performance and a cleaner look, Jelly Bean feels faster,
smoother, and more fluid with 3G: Enjoy high-speed audio and video streaming,
Web and WAP browsing in the internet with its 3G network. It has also a 1 GHz
Dual Core Processor, a superior processor with strong performance.
Its 5.0 megapixel camera with smile shutter, wink shutter, faces effects,
and multiple camera modes will surely fill your photo albums with picture perfect
resolutions!
AMBER

4. UNIQUE SELLING PROPOSITION
Values your lifestyle
AMBER, an inexpensive yet
reliable android phone which is offered
by Cherry Mobile to its valued customers
With powerful specs and
elegant look which hooks your
attention and makes you on top
of the trend with its exceptional
operating system in a budget
friendly way
AMBER

5. SALES GROWTH TARGET
SALES SCHEDULE
AMBER Sales
Schedule
SALES DATA
DATE
TIME
1/6/2014
10:30 AM
TRANSACTION
NUMBER
1001
PRODUCT
NUMBER
90001
1/6/2014
11:33 AM
1002
90001
1/6/2014
12:45 PM
1003
90001
1/6/2014
2:59 AM
1004
90001
1/6/2014
3:05 PM
1005
90001
1/6/2014
3:48 PM
1005
90001
1/6/2014
4:24 PM
1005
90001
1/6/2014
4:45 PM
1005
90001
1/6/2014
4:58 PM
1005
90001
1/6/2014
5:45 PM
1005
90001
DESCRIPTION
Cherry Mobile
Amber
Cherry Mobile
Amber
Cherry Mobile
Amber
Cherry Mobile
Amber
Cherry Mobile
Amber
Cherry Mobile
Amber
Cherry Mobile
Amber
Cherry Mobile
Amber
Cherry Mobile
Amber
Cherry Mobile
Amber
SALES
AMOUNT
₱ 2,999.00
₱ 2,999.00
₱ 2,999.00
₱ 2,999.00
₱ 2,999.00
₱ 2,999.00
₱ 2,999.00
₱ 2,999.00
₱ 2,999.00
₱ 2,999.00
AMBER’s daily sales data is at the minimum of 10 units; this data is
according to one of Cherry Mobile store branches in Cagayan de Oro
located at 3rd floor Ayala Centrio Mall. Their daily sale is a decent sign that
the product is being patronized by the consumers.
AMBER

6. SALES GROWTH TARGET
AMBER Monthly
Sales Schedule
SALES DATA
MONTH
DESCRIPTION
UNITS
SALES AMOUNT
September
Cherry Mobile Amber
265
₱ 794,735.00
October
Cherry Mobile Amber
284
₱ 851,716.00
November
Cherry Mobile Amber
295
₱ 884,705.00
December
Cherry Mobile Amber
305
₱ 914,695.00
The monthly sales schedule of Cherry Mobile Amber as it was launched at
the month of September it had sold 265 units and it grew by 6.69% in the month
of October. In November as it gains popularity as an inexpensive android
phone, the sales grew by 3.73 % and at the month of December by 3.28%. The
sales schedule according to Cherry mobile branch in 3rd floor Ayala Centrio
Mall.
AMBER

7. SALES GROWTH TARGET
CAPTURED MARKET
7%
27%
18%
TEENS
YOUNG PROFESSIONAL
ADULT
OTHERS
48%
As reflected in the graph, Cherry Mobile Amber has the major market of
young professionals who have a large discretionary income with 48%. The
market for teens is only 27%, for adults is 18% and 7% percent for the unclassified
customers (others). Which makes 100% total of the captured market for the said
unit. The captured market share for the teens is also a big opportunity
subsequently if there is an increase in the market share of the teens it also means
an increase in sales of AMBER will also arise. Now it will be up to the sales team
on what will be the strategy that will be used in order to increase its sales.
AMBER

8. FINANCIAL PROJECTIONS
MONTHLY PROJECTED INCOME STATEMENT
FOR ONE YEAR
AMBER

9. FINANCIAL PROJECTIONS
MONTHLY CASH FLOW PROJECTIONS
FOR ONE YEAR
AMBER

10. PRODUCTION CAPABILITIES
PRODUCTION PROCESS
The production process of Cherry Mobile AMBER is considered by the
following factors in the production: design, process design fabrication,
implementation and consignment. Cherry Mobile’s mobile phone units are
being imported from China and India mobile phone manufacturers so this
process will show how this process flow will be considered.
DESIGN
PROCESS
FABRICATION
IMPLEMENTATION
DESIGN
CONSIGNMENT
AMBER

11. PRODUCTION CAPABILITIES
PRODUCT DESIGN
The aim of Cherry Mobile is manufacturing a flexibility to produce a high
variety of low demand products, while maintaining the high productivity of large
scale production phones. AMBER’s designers achieve this through modularity in
both process design and product design. Efficient design of AMBER suits the
costumers with a high-end android phone in a low cost that is budget friendly.
PROCESS DESIGN FABRICATION
This is the next step that serves as the design of AMBER is being develop
and other additional platform for the phone is added. In this process the design
is being implanted with additional applications are being added to improve its
performance as it will be massed produced in the next step.
IMPLEMENTATION
In this process mass production of Cherry Mobile AMBER unit is being on its
route. Plant modification and worker technicians are being prepared to this new
model unit. All mass produced units of AMBER will now undergoes on shipment.
CONSIGNMENT
In this step the finished products massed produced units of AMBER are
being shipped to the Philippines where it will be distributed to the Cherry Mobile
phone distributers around the country.
AMBER

12. PRODUCTION CAPABILITIES
PRODUCTION SCHEDULE VERSUS SALES SCHEDULE
Scheduling is an important instrument for manufacturing and production
of Cherry Mobile units, where it can have a major impact on the productivity of
a process. In manufacturing, the purpose of scheduling is to minimize the
production time and costs, by telling a production facility when to make, with
which staff, and on which equipment. Production scheduling aims to maximize
the efficiency of the operation and reduce costs.
A sales schedule is part of your business plan. This allows you to lay out a
time frame for sales and advertising. You can then plan your budget better. The
role of production and sales should coincide and meet up so AMBER units
should be produced and to have sales.
ORDERS
Production schedules of AMBER unit should review customer orders based
on the time frame requested, customer importance and available production
capacity. Sales and marketing work closely to meet customer expectations and
maximize sales.
Components
Production scheduling for AMBER includes giving orders to the production
department about the volume of units to be produced, scheduling personnel,
the order of production processing and due dates. Production scheduling also
arranges necessary down time for routine maintenance and cleaning.
AMBER

13. PRODUCTION CAPABILITIES
PERSONNEL
Production scheduling attempts to maximize personnel for Cherry Mobile
workforce through job rotation, effective break schedules, cross-training and
teamwork opportunities. A balance between work processes, training and
group activities creates a more productive workforce. Sales scheduling for the its
sales force will produce a productive sales representatives that will be capable
as trainings and seminars will be provided to meet up there quotas.
CONTINGENCY PLANNING
Typically, production schedules is important and create plans that
account for potential problems, such as resource outages, machine failure and
employment shortages, so personnel and management know what action to
take when facing an unexpected glitch in production of AMBER units of Cherry
Mobile. Plausible problems may occur so plans should be handed for the sales
team’s schedule in order to prevent unwanted unruly that might cause Cherry
Mobile AMBER unit inquire a loss.
AMBER

14. CUSTOMER SATISFACTION
TESTIMONIAL FROM USERS
Customers are the one who purchases the products. And a low price
attracts them. Being inexpensive does not require the quality to be
compromised. Since customers are the King, best price guarantee is given for
them.
Testimonial from users:
“I thought Cherry Mobile phones are easy to be broken coz its cheap, but
my phone is 5 months old now and it’s still running. Actually, I recommend this
phone to one friend and after she purchases it, she actually is satisfied. So I am.
Sometimes while I am playing my downloaded game applications, it hangs. But
I think my RAM is the problem and not my phone.” A 12 year old girl concluded.
“This phone is also trendy since it is one of the latest operating systems provided
by Android. “ She added.
The above testimony is such a good thing to hear, but as a blogger
evaluated Cherry Mobile’s quality control services he said it SUCKS because it
takes too much of time and money. “Do you want to “crave” for a stylish but
issue filled phone?” he added. ” I will never, never, never ever recommend this
phone to anyone” he concluded. (This report is already solved by the company)
Anyhow, any dissatisfaction can be reported at any Cherry Mobile stores
and can be emailed at support@cherrymobile.com.ph
AMBER

15. CUSTOMER SATISFACTION
BONUS TO CUSTOMERS
Giving out bonuses frequently to the customers from their purchase of Cherry
Mobile products like the AMBER will leave your customers satisfied with your
product offerings. This will increase their sense of loyalty towards the brand. Not
only will it cause the customers to stick to Cherry Mobile for as long as possible
but also will encourage him/her to be a great patronize and recommend it to
other people.
Last
Christmas
the
Cheery
Mobile
has
launched the promo “Maligayang Cash Ko”
scratch cards. As such, customers may win
P 1,000, P 500, power bank, Cherry Mobile
planner and P 100,000.
This strategy helped
boost the consumer excitement and loyalty to
the brand.
A jelly case suited for the unit AMBER was
included
as
an
additional
bonus
when
the
customer purchases the unit. And 1 a year warranty
for the phone is also certain to the customer for
maintenance and checkup for the unit.
AMBER

16. CUSTOMER SATISFACTION
PRODUCT TRAINING AND SUPPORT
Its way easier to learn to use a gadget if you know the basics so a user’s
manual is included in the package as a customer will purchase a Cherry Mobile
AMBER android phone. The manual covers a step by step process on how to
operate the phone. This manual covers all the needed information for the
phone; the manual also includes on how to avail warrantees when factory
defects or problems in the purchased handset.
AMBER

17. SALES MANAGEMENT
SALES TEAM ORGANIZATION
Sales
Director
Sales
Supervisor
Distribution
Manager
Promotion
Supervisor
Logistic
Supervisor
Sales
Distribution
Executive
Promotion
Executive
Staff
Staff
Staff
Representative
Organizational Chart
The sales team of Cherry Mobile that distributes the AMBER mobile phone
unit is headed by the Sales Director who is responsible for creating and
delivering these vital sales strategies and plays a crucial role in the
accomplishment of the mobile phone company.
Under the Sales Director are the following:
The Sales Supervisor generally acts as a buffer between the sales team
and the upper levels of management. In many cases, policies and other
important decisions are made at the higher levels. It is then the duty of the sales
supervisor of the Cherry Mobile to ensure that such things are implemented by
AMBER

18. SALES MANAGEMENT
the sales team. Under the Sales Supervisor is the Sales Representative serves
customers by selling products (AMBER); meeting customer needs.
The Distribution Manager oversees their employer's end of the supply
chain bringing in Cherry Mobile products and services and shipping them out to
customers. Inventory management is the strategic administration of inventory to
reduce inventory costs and improve product quality. Under the Distribution
Manager is the Distribution Executive who is the one who also supports the
distribution manager and also work at a manufacturing plant that markets
products of Cherry Mobile directly to businesses and consumers.
The Business Manager assist Cherry Mobile there company in reaching
goals and objectives related to sales, productivity, profitability and industry
penetration, among other areas. The Business Assistant assists the business
managers on his assigned tasks while the Business Representative serves as
"business counsel" on behalf of Cherry Mobile. For this reason, counsels are
generally out in front serving as one of the initial interfaces between the
customer and the company acting in a business consulting capacity.
The
Promotion
Supervisor
is
responsible
for
planning,
supervising,
coordinating and executing the marketing, advertising and promotional
programs and activities for Cherry Mobile. The Promotion Executive devises
develops and implements ideas for promotional marketing campaigns. They are
usually involved in all stages of the process, making sure a campaign runs
smoothly. The Logistic Supervisor is responsible for the management of resources,
information and goods by planning, implementing and controlling goods and
services. They also control the packaging, creation, transportation of goods to
the consumers.
AMBER

19. SALES MANAGEMENT
SALES QUOTA
A sales quota is approximately used in many environments where goods
or services are sold. It is essentially a target amount of sales that could be
assessed on a daily, weekly, or monthly level. Whole selling units (like stores) may
have a quota they must try to meet each month, as are individual salespeople.
One means of assessing a salesperson's performance is by looking at his or her
ability to hit the target on a regular basis or to exceed it.
The sales quota of Cherry Mobile Amber is 300 units per month on its
distribution branches. As the gaining popularity of AMBER an inexpensive
android phone these quota will be meet. Even if quotas aren’t rigidly enforced
as a condition upon which further employment takes place in Cherry Mobile,
they do need to be talked about, and employees can benefit from review of
their ability to meet them. In sales, there is always room for improvement and a
review of sales targets may greatly help employee development.
AMBER

20. SALES MANAGEMENT
PREPARING THE SALES FORCE
Constructing an effective sales force plan can be a grueling task for any
manager. The right plan will motivate and incentivize sales force and be aligned
with company goals. A poorly written plan can hurt morale, not to mention your
bottom line. The prime purpose of a sales force plan is to focus the sales force in
alignment with the business strategy of Cherry Mobile for its sale of the AMBER
unit. Sales have to be a mutual commitment between the company and the
salesperson so quotas should not you shove down their throats of the sales force,
they'll choke. This will cause stressed and unmotivated sales force. So setting a
realistic quota for the sales force will motivate them to reach that goal.
Including a commission component, state labor law requires that it be in
writing and signed by both employee and employer, this affects even those
plans that combine base salary and commission. Commission will motivate the
sales force in preparing them. Rules must be set in the commission component
by Cherry Mobile in order to have a serene flow in preparing their sales force.
AMBER

21. SALES PROCESS
STEP BY STEP GUIDE FOR SALES TEAM
There are many ways to have a productive yet effective sales team. Being good
is ruthless if you know you can be neither better nor best. But why should we have the
best sales team? Because, a business entity should have revenue or income in order to
keeps it going. Sales people don’t just stop at selling because they are making sure first
that they should have a profit out of their efforts. They know the variables behind selling
price itself that’s why they have in mind that they should be acquiring profit. No profit,
the business will eventually stop on its operation. No operation means there’s no work to
do. No work results to bad economy (and hungry citizens). Therefore, sales team is
important.
The following steps will help Cherry Mobile in having the best sales team:
Step one: Hire a Great Sales Manager
The company needs to employ a manager who is not only willing to engage the
team, but can also identify weaknesses and work directly with sales staff to overcome
their challenges. Many companies of today just promote their top sales people to
managerial positions; it is good but the fact that some sales people are not that good
in managing a team. Proper screening of applicants is the answer.
Step two: Implement One-on-One Coaching
Making the sales people feel that they are cared about can help in boosting
their performance and loving their work.
AMBER

22. SALES PROCESS
Step three: Put Your Team on a Sales Diet
Like anyone leading an unhealthy lifestyle, a sales staff sometimes needs a "sales
diet" of sorts to get some perspective on challenges. But it's important to keep a
balance between realistic goals and creating too much performance anxiety.
Step Four: Looking to the Future, Hire Smart
Stability of good performance of the sales force is good but nothing is better
than having innovations and improvements from time to time. Quotas should be met
constantly and not irregularly.
AMBER

23. SALES PROCESS
HOW TO HANDLE PROBLEMS WITHIN THE PROCESS
Complaints with the phone and services can happen and is happening now with
Cherry Mobile. And the sad thing is, sometimes their sales representatives just don’t give
comments or suggestion to answer your problem and worst nags at you.
Here are steps to properly handle the situation:
1. Listen to the customer concerns. Generally, concerns over an issue can
be handled without it becoming a complaint. The manner in which the
concern is handled will determine the intensity of the problem. Get the
customer's name, address and phone number.

Acknowledge the problem by asking the customer to give details

Do not take the complaint personally. This could result in a biased
decision.
2. Give the customer an opportunity to explain the problem without
interruptions. Constantly interrupting the customer will only add fuel to the
problem and may end in a shouting match.

Put yourself in the customer's place. Everyone has experienced bad
service at some point.

Interrupting the customer will make the person feel your concern with the
problem is not genuine.

Apologize for any inconvenience or misunderstanding.

Contact the correct party and explain the situation in the event you are
not the right person to handle the complaint.
AMBER

24. SALES PROCESS
3. Don't automatically take an employee's side against the customer.

Write down information regarding the interaction with the customer and
how the situation was handled, if applicable. Give a copy of the
information to your immediate supervisor.
4. Ask questions to clarify the problems and the causes.

Many times the problem may not be with the price, merchandise or
service, but with an employee's negative attitude while dealing with the
customer.

If language is a problem, find someone that speaks the customer's
language for clear communication to expedite matters.

Explain to the customer that all feedback by a customer is valued by the
company.
5. Find out how the customer wants the issue resolved. The resolution could
be in the form of a replacement, refund, exchange, store credit or
discount on price.

If the customer's request can be met, explain the time it takes to process
or what it will entail to make it happen.

When a date is given to the customer, make sure the date is kept, or the
delay is explained by a follow-up call or email.
AMBER

25. SALES PROCESS
Tips

Always follow up with the customer to ensure the complaint was handled
in a quick and courteous manner.
Warnings

Unsolved customer complaints can have a negative effect on a
company's image.
AMBER

26. ORGANIZATIONAL COMMITMENT
ENSURING BUY-IN OF THE INVOLVED PERSONNEL
A new initiative without staff support is like dough without yeast: Work as
you might, you'll never get it to rise to success. With the right approach, Cherry
Mobile can conquest over even the most change-averse staff.
A key element in the process is the engagement of all levels of staff
throughout the organization of Cherry Mobile. Staff engagement generates
additional input and helps build their commitment to the end plan. It is essential
to involve employees in the planning of strategy and direction for the
organization. Personnel’s input will:
Provide insight into issues, challenges, concerns, and opportunities which
may not have been known or fully understood. Ensure their "buy-in" to help
execute the strategies.
The senior management team will not execute the strategies - staff will.
Engage them and your strategy execution success rate will increase
dramatically.
Ensuring processes are successful when a bottom up and top down
communication approach is taken. It starts off with a communication to all
levels of employees informing them that a Planning process will be undertaken.
It includes how they will be involved in this process. This is the bottom up
communication. Employees will provide input to the strategic planning process
through feedback surveys, focus groups, meetings, etc. regarding their ideas for
organizational direction, etc.
AMBER

27. ORGANIZATIONAL COMMITMENT
It is followed by the top down communication. Senior management will
share the strategic plan with employees. They will communicate to all
employees how their engagement will help ensure success in the execution of
these strategies. Include strategies to develop a new product or deliver a new
service or re-structure a department, etc. They put teams of individuals together
to work on these major initiatives and give them investment money to ensure
success.
The high level of involvement of personnel ensures that they understand
the strategic plan. It increases their level of commitment to ensure the strategy is
successfully executed because they understand how their work and the work
they’re completing on the project helps the organization to realize some or all of
one of their key strategies.
AMBER

28. ORGANIZATIONAL COMMITMENT
MONITORING AND EVALUATION SYSTEM
Monitoring focuses on the appropriate and timely provision and use of
project resources focusing primarily on inputs and outputs; evaluation focuses
on whether the expected impacts were achieved. Both monitoring and
evaluation systems assume that before the project which Cherry Mobile’s
AMBER unit was implemented, the designers conducted a problem or situation
analysis, determined the proximate and underlying causes of the problem they
wanted to address, and developed the project to deal with these specific
causes, linking project inputs with desired outcomes and impacts. In the context
of this analysis of the linkages from inputs to outputs to outcomes to impacts,
financing is considered a given; the project’s input are the resources and
services purchased with project funds.
INPUT
OUTPUT
OUTCOMES
IMPACTS
BENEFITS
AMBER

29. ORGANIZATIONAL COMMITMENT
INPUTS
The AMBER units of Cherry Mobile is will be manufactured by the foreign
company that will be given the full unit force to produce it. Raw materials that
will be used in the AMBER unit should be non-toxic for the end users of the said
product unit. Also necessary measures are given to considerations like the
workforce ability to create the valuable parts of the AMBER unit. Machinery of
the mass production should be in good shape in order to create a high end
phone unit. The transportation of the units of AMBER will be through at sea by
cargo ships from India to the Philippines.
INPUT ASSUMPTION
The AMBER units will have a high end functions runs with android OS and
the unit will be in good shape and quality of the units is worth mass producing
for. AMBER units will be distributed to the following Cherry Mobile licensed
distributors.
OUTPUTS
The AMBER units will be displayed and be available in the licensed Cherry
Mobile distributors. Cherry Mobile sales representatives will be responsible with
the service and product queries by the customers.
OUTPUT ASSUMPTIONS
The AMBER units will be patronized by the teens and young professionals
because of its simplicity and luxurious design and as an inexpensive android
phone.
AMBER

30. IMPACTS
AMBER as an inexpensive android phone unit will change the game
phase of the people because of its price and functionality. This is a step towards
a revolution of manufacturing android OS units with inexpensive phone.
BENEFITS
The AMBER units of Cherry Mobile will be a step to a broader market with
inexpensive android phone offerings that will boost the market share here in the
Philippines. The growing popularity of these units is just the beginning and future
improvements will be carried as time takes by and market shares for these units
will take place in a stronghold.
AMBER