BOP Program Statement 8200.04 ch. 3 § 2

with each program manager to discuss sales support by product and

customer. He/she shall meet with sales staff from regional

marketing areas and Central Office to discuss program plans,

market research recommendations on specific target markets, sales

history by region/customer, sales quota requirements, and

training needs.

a. Stability of Current Markets. The Sales Department shall

ensure the maintenance of UNICOR's current markets. Sales

Department staff shall share responsibility with program managers

to establish and maintain active working relationships with

UNICOR customers.

b. Special Programs Support. Non-standard requirements shall

be sent to the appropriate program manager to determine

manufacturing capabilities, production capacity, and selling

price.

c. Trade Show Support. The Sales Department shall staff trade

shows. Sales staff can also help identify specific customers

within a geographic area who can be invited to attend a trade

show.

d. Program Plan Support. Program plans shall identify what

will be sold, by product family, to each Federal agency having

the most potential on return, along with the methods to market

and sell. Sales staff shall assist program managers to target

customer markets and agencies for new business to fulfill annual

sales plans.

PS 8200.04

June 11, 1997

Page 3-2

e. Sales Support. The Sales Department shall sell products

and services, in conjunction with program managers, to sustain

full factory loading and corporate sales goals. The amount of

assistance required of the Sales Department will depend on the

program managers and the Sales Department establishing direct

customer contacts and determining what accounts need Sales

Department support. To avoid problems and possible confusion, it

is critical to identify and maintain primary and secondary levels

of customer contact. Each Sales Representative shall be

responsible for sales quotas in multiple product areas.