Selling tactics are the activities you incorporate to sell your product(s).  You should state how you are going to sell your product(s) to your customers. What channels will you be using and how effective will they be?  You might wish to state the number of individuals selling your product(s), the required education, training or licensing for each, and their compensation plans.  Explain how they will obtain leads and what they will do with them.  There are various sales channels a business can utilize for it’s product(s), such as:

Executive Sales -- The owners or corporate managers are the sales force.

Direct Sales -- Composed of a sales team usually led by the owner or sales manager.
 
Direct Response Catalogs -- Catalogs that compel the customer to call a business immediately upon seeing the advertisement.

Telemarketing -- A group of individuals that can handle inbound and outbound calling.  Inbound calls are generated from customer response to some form of advertisement.  Outbound calls are placed by the sales force prior to meeting the client.  It is usually the first point of contact between the business and the potential customer.

In addition to stating how you will sell your product(s), you need to quantify the results by a sales forecast.  You should include the number of units you expect to sell. 

If yours is an existing business with a past history of sales, you should include a table outlining a year to year comparison of your sales including the projections.  The table should illustrate the sales you expect for each of your products or services, as well as the total estimated market for each of these products/services over the course of the projected years.  The total sales of any of your given products or services should not exceed the total market for that product or service, and in most cases will be much lower than the total market for that product or service.

The ratio between the total market for your product or service and total gross sales is represented by the “total market share” row.  The total market share, or the percentage of the total market for your product or service your sales represent, will be calculated for you by Smart Business Plan.  This figure is important, especially if the market for your product or service will be increasing very slowly, or not at all.  Your readers will want to know how your business can increase sales if the total market is shrinking, or is growing more slowly than the rate of your sales-- the answer will lie in your ability to capture a greater market share each year.

If you are a new business, you should include a month to month comparison of your projected sales for the first year.