• Develop meaningful sales forecasts in terms of basic business units. Predict weekly sales for the first few months and monthly sales for the first year. Consider possible scenarios, such as a 10 percent rise or fall in sales.
• Develop profiles for your products or services, customers and markets.
• Know how customers will buy from you.
• Plan how you will make your product or service available to them- wholesale, retail, direct or Internet.
• Develop a plan or strategy to follow if your sales forecasts completely miss your predictions.
Brought to you by SCORE "Counselors to America's Small Business." www.score.org
