How to Write a Sales Guide or Sales Manual. Overview and Objective. One of the fastest ways to increase sales of your. This can be. done through sales training, a written sales guide, andor an audio or video file. Sims 2 Female Bandana. A podcast, sent out with the sales guide as a summary, is a. The sales guide will vary drastically depending upon. Sales And Marketing Manual' title='Sales And Marketing Manual' />A sales. A sales guide designed for a direct sales force to sell a. In all cases, conciseness and good organization is important. Jeff Haden is a ghostwriter, speaker, LinkedIn Influencer, contributing editor to Inc., and the author of The Motivation Myth, a book that will be published in. SWOT Analysis Template Internal Factors Strengths Weaknesses General People, Process, Technology, Information, Ideas, Beliefs, Values, Experience. Download stunning MS Word and Apple iWork templates for your next software development, testing, marketing, or small business. Gorgeous quality. Great price. Instant. Sales And Marketing Manual' title='Sales And Marketing Manual' />Requirements. Sale people make money when they are on the phone. It is. therefore critical that the sales guide be as concise and hard hitting as. However, this objective should not compromise the quality of. Eye catching. formatting You want the document to be a great reference manual no. Information. should be very easy to find so there should be a good table of contents. Diagrams, tables, and illustrations are best used to summarize. Concise length. The length of the document will vary dependent upon the target. For channel sales. Even. if you need a large sales guide to go through detailed demonstrations. Pronunciation. A new sales person may be unfamiliar with the buzz words of your. Sales Marketing Management Business Description Business Offerings Sales Marketing Management Financial Management Goals and Outcomes PPPeeerrrsssooonnnnnneeelll. Pronunciation. must be called out wherever necessary and in the glossary of terms. Well marked. customer sections Sales people will often copy parts of the sales. Sections. of the manual must be clearly identified as being customer consumable or. Consistent. updates A sales guide that goes out of date is useless. Consistent updates will keep your product in front of the sales. For. this reason it is desirable to have an internal web site that has all. The printed sales guide should reference the website as a resource for. Outline. 1. Contact information Let the sales person know where they. Include email addresses and phone numbers. Selling strategies Outline target market, market size. If. this is a one page sales guide the information must be kept to one paragraph. Products and Demonstration Positioning of the product, how. For a one page sales guide use only the top three the key. Competition A table of competitors with a feature matrix. Dont forget to include pricing. Short. write ups on key competitors including strengths, weaknesses, and an. Since. many competitors fall into similar categories you may want to outline a more. You. may also want include write ups of what the competitors will be saying to. Pricing Include all pricing, ordering, and configuration. Collateral All associated collateral including datasheets. Sales presentation It is important to let the sales people know how to present the product. An online presentation detailing. A video of the presentation is also a useful tool. Please see building a. Glossary You may need a glossary of terms and acronyms associated with. Index Includ an index if the sales manual is over 5. Reference Material Include a listing of where they can find more. This may be links to your website or other websites. Packaging. The most important packaging item to consider is how. If it is. one or two pages, it can easily be replaced. If it is many pages you may want a binder where sections can be. This can often be a. Ideally. you would just replace the entire guide when updates are required, but can. In. any case the sales guide should ideally have a searchable on line version. As mentioned previously, a audio file or podcast is a great. I. prefer to make the audio somewhat entertaining so the sales person is. Video are also generally effective if you are trying. The package should come with a one page front and. Process. I have found the following to be the fastest way to. Sales Guide 1. Gather all associated materials including a copy of the. Market Requirements Documents, and functional specs for back up information. Determine which marketing information competitive analysis. Spend an hour or so with a systems engineer or product manager. Have them demonstrate. Interview. one or two sales people for information on how they sell the product. Spend an hour or so with a seasoned sales representative to. Spend an hour or so with a new sales representative to. Write a first draft of all materials interactively reviewing. Write second draft. Have one or two sales people review the document for. Review second draft with product manager and engineering and.