Sales and Marketing

Examples of key research & development records and
the information they hold.

Advertising material – film, artwork, copy
communication to customers: product representation
and strap lines

Direct marketing campaign literature
communications to potential customers about company
products and services

Major customer files
information about key customer
relationships

Market research & plans (internal or
company-commissioned)
information about trading environment and customer
base

Marketing plans
record of target customers, market coverage and
penetration

Merchandising planning
information on store layout and product positioning
in-store

Order books
show company clients and the product they
order

Point of sale material
communication to customers: product illustrations,
specifications

Price lists
communication to customers: product lines and
prices

Product and service catalogues, stock books, and packaging
samples
communication to customers: product illustrations,
specifications, prices

Sales figures (ledgers or summary figures)
record of sales volume and profit generation showing
areas of success and failure