Aim of this lesson: Sales targets

1. Aim of this lesson: Sales targets Connection activity – Features and benefits To outline what sales target are ? To define the types of targets To devise a SWOT analysis for our promotional evening Extended Objective: To produce a presentation for your groups specific treatment for our interview panel panel interview

2. What is the Definition of a Feature ? A feature is an item For instance a skirt has a button with a zip at the back, a plasma T.V may have a remote control. A massage might feature grapeseed oil, Swedish massage techniques and large fluffy towels

3. What is the definition of a benefit? A benefit is what it does for you The remote control of the plasma T.V means that you don’t need to get up to change it. The button and the zip on the skirt are good for decoration and a good fit.

4. Types of sales targets Specific and realistic sales targets will help your sales team perform confidently, consistently and with a clear understanding of your expectations.

5. Sales targets by product Setting specific goals for each product is a simple and effective way to meet your monthly sales budget. Product sales targets usually list the number of products you need to sell, as well as the targeted average sale price you need to get, to achieve a budgeted profit. Sales targets set by product also include other important business information, such as stock and storage requirements.

6. Sales targets by market segment Businesses that target their markets clearly and accurately are more likely to achieve good sales figures. The 80:20 rule is an important rule for sales planning. Also known as the 'Pareto principle', it means you will generally make 80% of your profits from 20% of your customers. Studying your market and identifying the profitable 20% will help you target and achieve successful sales. Market segmentation - or segmenting your market - is a good place to start in setting effective sales targets. However, setting sales targets by market segment can be quite challenging. Segmenting your market means grouping together customers with similar needs and characteristics, and customers who respond in similar ways to your products or services

7. Identify your customers The first step of customer research is identifying your customers. Your market research should help you understand your potential customers. Our target market is ‘Mums’ & maybe dads and grandparents. No children.

8. Group one – Indian Head massage Hollie Connor Emily Gilks Sophia Orr Nancy Miles Hannah Rowley Sophie Mills

9. Group two - Manicures Lottie Bridge Holly Philips Heidi Warriner Louise Membry Fleur Burley Hayley Bartholomew

10. Group three – Back, neck & shoulder massage Chloe Atkins Megan Clee Natalie Drapajilo Shannon French Eleanor Sallis Dani Sykes

11. SWOT analysis A SWOT analysis is a simple tool to help you work out internal and external factors effecting your business. It is the most commonly used analysis and decision making tools . A SWOT analysis helps you Build on strengths ( S) Minimise weaknesses ( W) Seizes opportunities ( O) Counteract threats ( T)

12. Individual class task Devise your own SWOT analysis Identify the strengths, weaknesses, threats and opportunities' of the promotional evening in the form of a table

13. Next weeks lesson To put together prices, timings, features and benefits of your target market & treatment area ready for our presentation on the 23rd October. We will need to design our posters ready to discuss with marketing on the 21st October

14. Lots of work to do, but we can do it!!!