Khalifa Gift Collection Sales Plan: Abu Dhabi City Focus

This report presents a detailed sales plan for the Khalifa Gift Collection, outlining key aspects of their business strategy. The plan begins with a discussion of sales support, including the tools and personnel available to the sales team. It then delves into territory allocation, focusing on the Abu Dhabi City market and the rationale behind assigning geographical areas to sales representatives. The report establishes specific sales targets, categorizing them by target market demographics (20-50 years, family-oriented, value and quality conscious) and projected sales figures for gifts, dolls, and accessories over three years. The core of the plan centers on marketing and sales strategies, emphasizing advertising, customer relationship building, and the use of sales tactics such as lead qualification and personalized customer service. The report also emphasizes the importance of a marketing calendar for coordinating activities, communicating goals, and measuring performance. The report references relevant academic sources and includes an appendix with a sample marketing calendar.

Running head: KHALIFA GIFT COLLECTION SALES PLAN 1
Khalifa Gift Collection Sales Plan
Name
Institution

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TABLE OF CONTENTS
1.0 Sales Support............................................................................................................................3
2.0 Territory Allocation.................................................................................................................3
3.0 Targets......................................................................................................................................5
3.1 Target market.........................................................................................................................5
3.2 Sales target.............................................................................................................................5
4.0 Strategy and Tactics................................................................................................................6
4.1 Marketing strategy.................................................................................................................6
4.2 Sales strategy..........................................................................................................................6
5.0 Calendar and measurement....................................................................................................7
5.1 Communicate.........................................................................................................................7
5.2 Coordination...........................................................................................................................7
5.3 Measure performance.............................................................................................................7
6.0 References..................................................................................................................................8
7.0 Appendix....................................................................................................................................8

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1.0 Sales Support
According to Arndt and Harkins (2013), sales support refers to activities carried out by
the management to enable sales representatives make sales and close deals. These functions may
differ per sales team, industry, and company. Sales support services can be offered by
productivity tools, outsourcing teams, hired associates, and in extreme circumstances by sales
representatives. It provides mechanisms through which sales representatives use to close deals.
For Khalifa Gift Collection, there will be two types of sales support, tools, and helpers.
There will be people, documents, and tools that the company will avail for the sales team to use.
For example, sales support helpers will perform the following functions; active market
communication, customer services, product training, and lead generation.
Active market communications will entail public outreach strategies like press releases,
paid advertising, and online promotions. The market awareness campaign will enable the sales
team to make significant sales for the company since the market shall have been aware of the
brand. Additionally, customer services and product training will help sales representatives have
adequate knowledge to sell the gift collection. Moreover, informed customers about the brand
will easily make a buying decision for the product when they are aware of its benefits. This is
only viable through product training. Customer service will also help answer questions about the
brand to enhance customer satisfaction.
On the other hand, sales support tools include software and documents that will help sales
representatives make sales. Sales documents will include brochures, presentations, or videos that
explains the benefit of the product. For example, developing frequently asked questions on our
website will help customers meet their needs even without getting into contact with sales
representatives. Other software will include computer-aided designs and pre-programmed
calculators to smoothen sales activities for Khalifa Gift Collection.
2.0 Territory Allocation
Territory allocation is the process of assigning a geographical area or a group of
consumers to a particular salesperson (Adusei, Tenkorang, & Tweneboah-Koduah, 2016). For
example, the main territory for Khalifa Gift Collection will be Abu Dhabi City where the
headquarters will be based. For the company to realize its sales objectives, the management will

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open shops in different territories and will be managed by territory managers. These areas have
potential and present consumers of our gift collection.
The main objective for allocating territories to managers is to save time and expenses of
doing business, compete easily in this growing and competitive market, supervise and control
over the sales force, and to hold territory managers responsible for sales and services they offer
to our esteemed customers.
Moreover, allocating territories to the manager will benefit Khalifa Gift Collection in the
following ways;
i. Avoiding duplication of sales effort as well as ensuring adequate market coverage.
ii. The demarcated territories will enable the company carry out a quicker market survey if
there is a need.
iii. Territory allocation will help nurture a better relationship between the business and
customers as managers will only sell in their respective geographical area.
iv. Khalifa Gift Collection management will easily identify underperforming areas as well as
identify inefficient managers.
v. Allocation of territories will increase competition among the sales representatives to
achieve the set target to outdo other areas for bonuses. As such, the rate of stock turnover
of the company will increase hence sustainable revenue.
vi. It will enable quick coverage of the entire target market for Khalifa Gift Collection and
thus reach more customers.
vii. Khalifa Gift Collection will easily compare the performance of different managers,
identify weaknesses and strengths of the various markets, and adjust at the right time.
3.0 Targets
Targets are expectations that business take into consideration before engaging in business
(Yakovleva, 2017). Khalifa Gift Collection shop and retail distribution targets middle to upper
class in the United Arab Emirates (UAE). For instance, targets include; target market and sales
target.

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3.1 Target market
In an open market, consumers are constantly looking for independent retailers who can
offer them the home feeling by offering personalized shopping experiences. Moreover, most
consumers often get deprived of the luxury to shop for their preferred items and thus looking for
stores that offer services and products that match their value and quality. In this regard, the
company is seeking to meet the requirements of this market segment. For example, Khalifa Gift
Collection is targeting both male and female customers who are between 20 – 50 years, family
oriented, value-conscious, quality conscious, homeowners, and educated individuals. The
business shall attract these customers by offering uncommon and unique product selection
3.2 Sales target
Sales of gift items are usually seasonal. They sell most during special giving occasions or
holidays. For example, items like collectible dolls and accessories, cards have more demand
when children and students are graduating from one level of education to the other. Moreover,
during festive seasons, sales go up. As such, Khalifa Gift Collection expects sales to reach
$70,300 in the first year, $80,000 in the second year, and $90,500 in the third year for gifts and
$68,750, $77,345, and $89,790 respectively for dolls and accessories for our main shop in Abu
Dhabi City.
Furthermore, each and every distributor will have his or her target depending on the
market dynamics of those geographical locations. Intrinsically, targets will be different in every
location. In addition, targets will be set and Khalifa Gift Collection will expect the distributors to
increase sales revenue in subsequent years as projected by management.
4.0 Strategy and Tactics
Strategies and tactics are techniques for pushing sales volume for the businesses
(Yakovleva, 2017). Khalifa Gift Collection will use different unique marketing strategies and
sales tactics.
4.1 Marketing strategy
The business shall focus its marketing efforts on advertising on televisions, print media,
online platforms, and billboards. We shall endeavor to increase consumer awareness by retaining

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the existing customers by promoting sales through newsletter mailings and seasonal postcard.
The intention of mailing will be to announce holiday specials or special events during the year
where the business shall pitch discounted products. Moreover, these events will help the
company sell slow-moving products and vendor special promotions. This strategy means that
Khalifa Gift Collection will center its marketing resources around personal sales in a friendly
atmosphere to maximize customer service and sales promotion through displays in the events.
Besides, Khalifa Gift Collection will offer coupons to customers during these events, which will
encourage them to shop at our outlets later on.
4.2 Sales strategy
Khalifa Gift Collection will approach sales on a salesperson-customer relationship basis.
Besides, the company will qualify leads before sales representatives which will help cut costs as
well as enable better collaboration and communication. The company will endeavor to help
customers using a personal approach. For example, the business will gather key information
from the customer and seek performance feedback on the services and products offered. These
feedbacks will help Khalifa Gift Collection in the following ways;
i. Increasing awareness of the company's products within the retail consumer marketplace.
ii. Develop products and services to enhance shopping experiences for our customers.
iii. Develop merchandising formats and product offers that will the business increase sales.
iv. Target the company's marketing efforts more effectively.
v. Developing future sales opportunities that will encourage business growth and expansion
to other territories.
5.0 Calendar and measurement
According to Hudson (2018), a calendar is a tool that shows merchandising efforts, media
campaigns, and marketing events efforts are happening where and when. The marketing calendar
has the power and ability to coordinate, communicate, and measure performance. An example is
at the appendix section. As such, it is a tool for planning for the whole team, sale
representatives, and distributors to align and plan for the best results. Lack of adequate planning

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and inventory often derail execution of marketing strategies and sales tactics by the management.
Therefore, a calendar will help Khalifa Gift Collection in the following ways;
5.1 Communication
Effective communication is key to success for any organization. When the management
drafts a calendar at the beginning of the year, then all the stakeholders will be aware what is
expected of them and thus have a basis for measuring their performance. Moreover, posting the
calendar to everyone is a great idea of getting them focused on the organizational goals.
5.2 Coordination
A calendar enables easier coordination between the operations and the sales team. It
shows the specific items which are supposed to be used in carrying out specific tasks. As such, it
minimizes misunderstanding when carrying out marketing for the products of the company. It
forms a basis for measuring the plans against what has been achieved by both distributors and
sales team.
5.3 Measure performance
Growth in sales over the years is achievable when Khalifa Gift Collection will plan its
activities early enough. For example, planning adequately for peak seasons, holidays and festive
seasons shall help compare performance between the current and the previous year. As such,
having a marketing calendar makes sure that the company maximizes its revenue during these
occasions. Intrinsically, a marketing calendar helps measure and compare the performance of
different outlets and years.

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6.0 References
Arndt, A. D., & Harkins, J. (2013). A framework for configuring sales support structure. Journal
of Business & Industrial Marketing, 28(5), 432-443.
Adusei, C., Tenkorang, C., & Tweneboah-Koduah, I. (2016). Sales Territory Management and
Distributor Performance in the Telecommunications Industry in Ghana. Expert Journal
of Marketing, 4(2).
Hudson, M. (2018). Learn How a Marketing Calendar Increases Retail Sales. The balance.
Retrieved on April 13, 2018 from: https://www.thebalance.com/marketing-calendar-
2890201
Yakovleva, Y. (2017). Effective Business Planning: Case Study: Company X.

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7.0 Appendix
Khalifa Gift Collection Calendar

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