1.  Sales Plan (management tool for monitoring progress against goals)
Sales goals by sales person by service/product or territory.

2.  Sales Playbook (field manual for selling)
A written list of features, benefits, and proof elements
A written sales mission statement (or statements)
Written supporting statements
A written list of qualifying questions:
Six standard probes
A "best of all possible worlds" probe
Two + emergency probes
Six status quo probes
A written list of all objections you are likely to encounter with three written answers for each              objection (This one is critical!)
A written list of closing questions
A written list of cross-selling opportunities
Optional:  customer testimonials (highly desireable)
Optional: company collateral

3.  Sales Handbook (covers how Company will operate as a sales force)
Sales organization
Reporting process and forms
Accountability process
Sales policies
Terms
Pricing
Shipping
Returns
Credit
Responsibility for Lead-Close-Follow up cycle
Etc.
Sales compensation plan (individual rep details not included)