...Assignment 3: Selling Executives on Project Management Hope Williams BUS 375 – Project Management Professor Christopher Lodge August 11, 2014 Selling Executives on Project Management Selling Project Management to Executives has been a struggle for employees for several years. Executives would rather list to someone from outside the company then to listen to the employees that currently work for the company. Traditionally, senior executives look for information to make sound business decisions as well as to position themselves favorably in terms of personal and professional growth. (Thomas, 2002) Executives usually focus on the values. They usually search for way to measure and increase the return on their investments and reduce expenditures. Large-scale consultants valued project management for its contribution in increasing revenue through sales and establishing their presence on accounts. Small-scale consultants also were interested in revenue and tended to sell project management benefits tactically relative to their individual skills, expertise, and the perceived needs of executives. (Thomas, 2002) Project management as a value to executives was more efficient and effective in business capacities. Consultants are not part of the company and do not know how the company operates so they can give a better overview if project management would work best for the company. Project managers and senior executives do not realize the strategic value of project...
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...Assignment 3: Selling Executives on Project Management Deborah Miller Strayer University Project Management BUS 375 Professor George Dollar May 22, 2015 1. Analyze the fundamental reasons why the executives in the case refused to listen to their own employees but were willing to listen to a consultant. Discuss the main reasons why the executives still seemed apprehensive even after the consultant’s presentation. 2. Imagine that you are the consultant from the case study. Speculate on three (3) strategies that you could employ to get the executives to understand your point of view and thus support your project management recommendations. I believe there are three fundamental reasons why the executives in the case refused to listen to their own employees but were willing to listen to a consultant. The first is the belief that the consultants possess top-level expertise in the field, whereas employees possess only average knowledge in the field. In other words, executives were receptive to the consultant because of their status. They were able to call on someone who they believed combined excellent management skills…with high-level industry-specific expertise (MBA & Company, 2014). The second reason is the belief that employees are looking out for own interests, rather than the company's interest (i.e. management’s interest). In noncooperative cultures, employees are more concerned about their well-being and personal interests than that of their team, organization...
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...Selling Executives on Project Management This case focuses on Levon Corporation. For almost two decades the Levon Corporation has been successful at acquiring contracts until recently. In the past Levon has been awarded contracts through competitive bidding .Unfortunately for Levon, the contract acquisition criteria has changed and their perspective clients are now requesting information about their project management capability. This is not the first time Levon has been approached about project management according to the text. Levon’s sales and marketing teams has continuously expressed their concern and interest in project management being implemented within the company. Unfortunately they received no consideration from the executive team. Eventually the executives reluctantly brought in a project management consultant. I will explore two reasons why the executives did not listen to their employees, but a consultant. The first reason is that they had no trouble acquiring contracts until recently. The definition of a business is: the purchase and sale of goods in an attempt to make a profit(dict.com). The executive committee’s main responsibility is to make sure that the company is remaining profitable. When the company’s profitability is in jeopardy it is the executive committee’s responsibility to act. The fact that Lenovo group was being downgraded in proposal evaluation was a big indicator to the executive committee. Due to this reason project management became a necessity...
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...HANSON CANADA PROFESSIONAL SELLING SAMPLE OF QUESTIONS 1) Many studies dealing with incomes earned in the business community tell us that: A) salespeople earn significantly higher incomes than most other workers in the business communitY. B) salespeople earn siigntly less than other workers in the business community. C) salespeople earn about the same income as other persons in the business communitY. D) there are no relevant studies that link income and the salesperson. Answer: A ' 2) Which of the following statements accurately describes a career in selling? A) salespeople generally do not have good job security Bi salespeople have numerous opportunities to advance to middle-management ranks C) salespeople generally have lower incomes D) salespeople have limited opportunities for advancement Answer: B 3) ln sales, CSR stands for: A) Computer Sales Representative. B) Customer Service Representative. C) Customer Satisfaction Representative. D) Competitor Status Rating. Answer: B 4) All of the following describe a category of sales personnel in the field of manufacturing excePf: A) rack jobber. B) sales engineer, C) field salesPerson. D) detail salesPerson. Answer: A 5) All the following statements regarding careers in personal selling are true except: A) Sales careers can provide above-average psychic income. ei fne skills and knowledge needed to achieve success in the various selling careers vary greatlY. c) salespeople today have many...
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...Attended and graduated from the(Armenian school of Kuwait )in 2013 * Attending ( the arab open university ) & studying business administration as a stage 2. Duties & experiences * 1 years selling experience in galleries * 2 years experience as a receptionist and costumer service department in advertisement designing company (neon center). * Interacting with costumers regularly to gain feedback on a quality and service effectiveness * Maintaining strong and cordial relationships with corporate sales level * Responsible for account, calls , sales budgets * Google knowledge of Microsoft office software including word , excel and outlook * Can communicate information and ideas to others in an understandable manner * Responsible for selling minerals and different type of materials * Ability to find out a client advertising needs and then match a solution to them Sales skills * A confident telephone manner * Can demonstrate effective sales presentations on a face to face level * Can meet a client to build close relationships with them * Knowledge of doing a consultative sell by listening to a costumers requirements and discussing a product benefits * Able to communicate effectively with senior level executives and managers Secretarial skills * Superb organisational and time management skills * Very high standard of English , Arabic , Armenian grammar , punctuation and spelling skills * Trustworthy...
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...——————————————————————————————————————— Executive Briefing for Pinterest To: Ben Silbermann, CEO From: Ryan Ross Re: Strategic Plan Date: 04/15/2014 Executive Summary The objective of this strategic plan is to find a way for Pinterest to create revenue. Pinterest has plenty of traffic on their website, but has not found a way to create inflow of cash. The strong suggestion is to incorporate advertising to Pinterest’s website and charge a low fee to businesses using Pinterest to market their goods and services. To do this, Pinterest needs to engage in Self-Service Ads and Engagement Ads, like Facebook does. Pinterest should duplicate their revenue model on Facebook’s revenue stream. Opportunities to Create Value Through Revenue Stream Strategic Area: Opportunities to Create Value: Challenges to Create Value: Accounting • Create large cash flow for immediate expenses • Limited free cash flow Finance • Create capital for current and future investment opportunities • Lack of capability to invest in opportunities Management • Create a relationship with ad/marketing consultants • Negotiations about details with new consultants Marketing • Market new opportunities for others to advertise on Pinterest and charge fees to businesses • Lack of experience in selling Ad space and charging for business membership Opportunity and Challenge Overview • The plan to create a revenue stream will help with many areas. Every business needs money to run,...
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...Attended and graduated from the(Armenian school of Kuwait )in 2013 * Attending ( the arab open university ) & studying business administration as a stage 2. Duties & experiences * 1 years selling experience in galleries * 2 years experience as a receptionist and costumer service department in advertisement designing company (neon center). * Interacting with costumers regularly to gain feedback on a quality and service effectiveness * Maintaining strong and cordial relationships with corporate sales level * Responsible for account, calls , sales budgets * Google knowledge of Microsoft office software including word , excel and outlook * Can communicate information and ideas to others in an understandable manner * Responsible for selling minerals and different type of materials * Ability to find out a client advertising needs and then match a solution to them Sales skills * A confident telephone manner * Can demonstrate effective sales presentations on a face to face level * Can meet a client to build close relationships with them * Knowledge of doing a consultative sell by listening to a costumers requirements and discussing a product benefits * Able to communicate effectively with senior level executives and managers Secretarial skills * Superb organisational and time management skills * Very high standard of English , Arabic , Armenian grammar , punctuation and spelling skills * Trustworthy...
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...Gregory Gilbert 11/21/11 Writing Studies-CPN101-008 Patterson Salesman Being a salesman isn’t as easy as the average person would think. It happens to be one of the hardest jobs to succeed at these days especially in today’s economy. To be salesman you need to have a lot of determination and passion. You need to have the ability to pursue your objection and you actually have to believe in whatever you’re selling. Jobs are very rare and even those who have the job in most situations aren’t making that much money. Luckily my father has numerous other jobs as well as being a salesman. A sale is defined as the act of selling a product or service in return for money or some type of other compensation. The seller completes a sale after a request. After that comes the ownership passing of the item, and the negotiation of a price. Most of the time a salesman agrees to a fair price but not in all cases. Being a salesman means that you have an enormous amount of competition. Being a “salesman” is a very broad occupation, to get specific there are over a million jobs in sales specifically. Usually to qualify to be a salesman you would need a degree in some type of business or marketing program. But then again the opportunities in college can lead you to do anything, so you really just need to be good at bullshitting. Bullshitting for a salesman isn’t exactly lying to the customer but making him think the product is better than it actually is while leading him onto a deal...
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...Presentations In this assignment you are required to write a 3-4 page business report. This is a B2B report not B2C You are required to choose a company whose product(s) you wish to sell (you will be assuming the role of a sales representative for the company you select) This company will also be used for your Group assignment. This is to be agreed upon by all group members prior to the commencement of this individual section. Then select the organisation that would potentially be a suitable candidate for your product (Buyer) N.B., the company you select must not be already buying the product from the selling company. Each group member is to select a different buying organisation for this section, The most suitable buying organisation will then be selected to be used in your second assignment. You are required to research in detail both the selling and buying companies you have selected. You will also be required to give an overview of the Industry/Market these companies operate in as well as their respective competitors You will also need to justify...
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...Home Benefits Brokers Benefits Managers Retirement Advisors Video Library FreeERISA Broker Innovation Lab Benefits Selling Expo Benefits Selling Magazine eNewsletters Resource Center Buyers' Guide Webcasts Events Blogs News About Us Contact Us Advertise Privacy Policy Press Room Reprints Feedback Employee Benefits Network: BenefitsPro FreeERISA Benefits Selling Broker Innovation Lab Benefits Selling Expo eNewsletters Magazine Feedback? Search Twitter Facebook Google+ LinkedIn Read Next Article Best sales and marketing tips: Social media Share This Story Advertisement Home / Benefits Brokers / Sales Strategies Best sales and marketing tips: Old school 100 sales and marketing tips, part 2 Jan 06, 2015 | By Kathryn Mayer Email LinkedIn Twitter Facebook Google+ Share This Story (Image courtesy of ponsulak/FreeDigitalPhotos.net) (Image courtesy of ponsulak/FreeDigitalPhotos.net) Our 100 sales and marketing tips list this year is broken down into 10 important categories. We've already covered social media. This list focuses on old school sales techniques. 11. Forget the group meetings, the conference calls, the social media posts: Meet with clients one-on-one. They still like it. 12. Send cards to your clients for birthdays, anniversaries or Christmas...
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...Are leaders born or made? Explain. Where in your background would we find evidence of your leadership capacity and/or potential? Leaders are definitely made and not born. People can become leaders through the process of teaching, learning and observation. Leadership is a set of skills that can be learned by training, perception, practice and experience over time. Some people think leaders are born naturally intelligent, strategic, visionary and charismatic, able to articulate a plan and rally their teams around it. Others believe that leaders are made through needing ongoing experience, training, coaching and mentoring. Some would also say that leaders are both born and made naturally intelligent and enhanced with education, training, coaching and experience A leader is either a captain of a group or a person who is able to organize, manage, make decision, analyze, negotiate, solve problem, and train people. A qualified leader at least must have good leadership and good relationship to ensure that his group is working well and smooth. Leadership is very important for a qualified leader, because leadership affects the performance of a team, an excellent leadership will improve a team performance. A good relationship will help the leader to communicate to his team members easily and send right message to his team members. Whether he or she has to direct, supervise, guide and instruct the team. These are the duties of a team leader to promote unity of his team and to ensure that...
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...SUPPLY CHAIN INVENTORY MANAGEMENT SUBMITTED BY A CASE STUDY OF BARILLA SpA. Table of Contents 1. Executive summary 2. Body of the repot 3. conclusion Executive Summary Barilla SpA is the case study that I will be examining in this paper presentation. I will be looking critically into some of the issues why the Just-in-time-distribution (JITD) program that was proposed by Brando Vitali who had served as Barilla’s directors of logistics before Maggiali had met a strong resistance both from the distributors and the sales and marketing organization. Vital had proposed rather than follow the traditional practice of delivering product to Barilla’s distributors on the basis of whatever orders those distributors placed with the company, Barilla’s own logistics organization would instead specify the appropriate delivery quantities –those that would more effectively meet end-consumer’s needs yet would also more evenly distribute the workload on Barilla’s manufacturing and logistics system. Was this program necessary at this time? Is it that both the distributors and sales and marketing organization do not understand the benefits of the program? Do they see it as a program that will distort all what they passive to be running smoothly? Should this program have been introduced at this time? Who stands to gain from this program? Will this program actually reduce cost from logistics as envisaged by Vitali? Will this program address the thinning margin that is being...
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...sales made. * So Sales obviously couldn’t see the value of marketing efforts. +Marketing’s new product announcements often came at a time when Sales was not prepared to capitalize on them. * Because poor coordinated. Summarize based on Research: -The marketing function takes different forms in different companies at different product life-cycle stages. -The strains between Sales and Marketing fall into two main categories: economic and cultural (HOW?) -It’s not difficult for companies to assess the quality of the working relationship between Sales and Marketing. -Companies can take practical steps to move the two functions into a more productive relationship. Conflict usually happen at large and successful companies: -Executives recognize that there is more to marketing than setting the four P’s. -Determine that effective marketing calls for people...
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...I. Problem statement Which strategy should Pyramid Door, Inc. implement, along with increased advertising for 100 dealers to achieve the sales goal of $12.5 million for the year of 2006? The four strategic options are increasing the number of non-exclusive dealers by 100, developing a formal executive franchise with 27 dealers so they would exclusively sell Pyramid Door products, reduce the number of non-exlusive dealers by 100, and the last plan was to only do a better job with current distribution policy and network. II. Industry Analysis A. National industry analysis: In the residential garage door industry sales are projected to be $2.25 billion representing a 2.4% increase. There are several large national manufacturers and many regional and local manufacturers in the U.S. The Largest garage door manufacturer is the Cloplay Corporation which has a network of some 2000 independent dealers and large home center chains, including Home Depot, Menards, and Lowe’s Companies. Other large, well-known garage door manufacturers are Overhead Door Corporation, Wayne-Dalton Corporation, Amarr Garage Doors, and Raynor Garage Doors. Consumers in the market for residential garage doors do not recognize name brands of doors as only 10% of prospective buyers could provide a brand name. The most important criteria for prospective buyers was price followed by quality, reliability of installer, and aesthetic appeal of the actual garage door. The principle sources...
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...Designing a Lead Lifecycle in Salesforce.com A Best Practices White Paper for Response Management from Full Circle CRM Full Circle CRM FullCircleCRM.com 650.641.2766 877.834.4001 Copyright© 2013, Full Circle CRM, Inc., All Rights Reserved. Table of Contents Introduction The Words We Use What is a Lead? Evolving the Lead Lifecycle The New Name The Existing Name Elements of Lifecycle Design Reports—Always at the Beginning When Does the New Name Get into Salesforce.com? Data Quality Scoring Response History—What Did the Person Do? Facilitating Engagement Nurturing—Some Considerations How Do We Know Whom to Nurture? Disquali cation Feedback Nurture Time-Outs Returning from Nurture Rep Visibility and Aging Creating Opportunities and Campaign Attribution The Big Picture About Full Circle CRM Addendum A—Lead Conversion in Salesforce.com 4 4 4 5 5 6 7 7 7 8 8 9 10 10 11 12 12 12 13 13 14 14 15 Copyright © 2012, Full Circle CRM, Inc., All Rights Reserved. Full Circle CRM | FullCircleCRM.com | 650.641.2766 | 877.834.4001 3 Introduction Because a lead, either an Inquiry or a Target, can be represented in salesforce.com as either a Lead or Contact record, organizations should give careful thought to how to engage in a consistent and measurable manner with both types of salesforce.com objects. Using salesforce.com’s CRM solution for marketing is a natural choice, particularly if your Sales organization is running operations with this popular cloud-based CRM application...
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