Making a sales plan
DOI link for Making a sales plan
Making a sales plan book
The following sections apply, as basic principles, but with appropriate adjustments, whether it is exporters, importers or forwarders who are making a sales plan. Sections 14.2 on page 178 and 15.2 on page 189 offer some specific additional points for exporters and importers, respectively. It is advisable that they should have a good understanding of Chapter 3 on page 19, Preparation and research, and to have used the checklists, before considering their sales strategy. It is also advisable to be aware of Chapter 18 on page 232, Licensing and joint ventures, as an alternative to direct exporting (as a licensor) or direct importing (as a licensee).