Sales Decision Process A Complete Guide - 2020 Edition. Gerardus Blokdyk

to the corresponding spoke in the Sales Decision Process Scorecard on the second next page of the Self-Assessment.

      Your completed Sales Decision Process Scorecard will give you a clear presentation of which Sales Decision Process areas need attention.

      Sales Decision Process

      Scorecard Example

      Example of how the finalized Scorecard can look like:

      Sales Decision Process

      Scorecard

      Your Scores:

      BEGINNING OF THE

      SELF-ASSESSMENT:

      Table of Contents

      About The Art of Service7

      Included Resources - how to access7

      Purpose of this Self-Assessment9

      How to use the Self-Assessment10

      Sales Decision Process

      Scorecard Example12

      Sales Decision Process

      Scorecard13

      BEGINNING OF THE

      SELF-ASSESSMENT:14

      CRITERION #1: RECOGNIZE15

      CRITERION #2: DEFINE:27

      CRITERION #3: MEASURE:43

      CRITERION #4: ANALYZE:57

      CRITERION #5: IMPROVE:72

      CRITERION #6: CONTROL:88

      CRITERION #7: SUSTAIN:101

      Sales Decision Process and Managing Projects, Criteria for Project Managers:126

      1.0 Initiating Process Group: Sales Decision Process127

      1.1 Project Charter: Sales Decision Process129

      1.2 Stakeholder Register: Sales Decision Process131

      1.3 Stakeholder Analysis Matrix: Sales Decision Process132

      2.0 Planning Process Group: Sales Decision Process134

      2.1 Project Management Plan: Sales Decision Process136

      2.2 Scope Management Plan: Sales Decision Process138

      2.3 Requirements Management Plan: Sales Decision Process141

      2.4 Requirements Documentation: Sales Decision Process143

      2.5 Requirements Traceability Matrix: Sales Decision Process145

      2.6 Project Scope Statement: Sales Decision Process147

      2.7 Assumption and Constraint Log: Sales Decision Process149

      2.8 Work Breakdown Structure: Sales Decision Process151

      2.9 WBS Dictionary: Sales Decision Process153

      2.10 Schedule Management Plan: Sales Decision Process156

      2.11 Activity List: Sales Decision Process158

      2.12 Activity Attributes: Sales Decision Process160

      2.13 Milestone List: Sales Decision Process162

      2.14 Network Diagram: Sales Decision Process164

      2.15 Activity Resource Requirements: Sales Decision Process166

      2.16 Resource Breakdown Structure: Sales Decision Process168

      2.17 Activity Duration Estimates: Sales Decision Process170

      2.18 Duration Estimating Worksheet: Sales Decision Process173

      2.19 Project Schedule: Sales Decision Process175

      2.20 Cost Management Plan: Sales Decision Process177

      2.21 Activity Cost Estimates: Sales Decision Process179

      2.22 Cost Estimating Worksheet: Sales Decision Process181

      2.23 Cost Baseline: Sales Decision Process183

      2.24 Quality Management Plan: Sales Decision Process185

      2.25 Quality Metrics: Sales Decision Process187

      2.26 Process Improvement Plan: Sales Decision Process189

      2.27 Responsibility Assignment Matrix: Sales Decision Process191

      2.28 Roles and Responsibilities: Sales Decision Process193

      2.29 Human Resource Management Plan: Sales Decision Process195

      2.30 Communications Management Plan: Sales Decision Process197

      2.31 Risk Management Plan: Sales Decision Process199

      2.32 Risk Register: Sales Decision Process201

      2.33 Probability and Impact Assessment: Sales Decision Process203

      2.34 Probability and Impact Matrix: Sales Decision Process205

      2.35 Risk Data Sheet: Sales Decision Process207

      2.36 Procurement Management Plan: Sales Decision Process209

      2.37 Source Selection Criteria: Sales Decision Process211

      2.38 Stakeholder Management Plan: Sales Decision Process213

      2.39 Change Management Plan: Sales Decision Process215

      3.0 Executing Process Group: Sales Decision Process217

      3.1 Team Member Status Report: Sales Decision Process219

      3.2 Change Request: Sales Decision Process221

      3.3 Change Log: Sales Decision Process223

      3.4 Decision Log: Sales Decision Process225

      3.5 Quality Audit: Sales Decision Process227

      3.6 Team Directory: Sales Decision Process229

      3.7 Team Operating Agreement: Sales Decision Process231

      3.8 Team Performance Assessment: Sales Decision Process233

      3.9 Team Member Performance Assessment: Sales Decision Process235

      3.10 Issue Log: Sales Decision Process237

      4.0 Monitoring and Controlling Process Group: Sales Decision Process239

      4.1 Project Performance Report: Sales Decision Process241

      4.2 Variance Analysis: Sales Decision Process243

      4.3 Earned Value Status: Sales Decision Process245

      4.4 Risk Audit: Sales Decision Process247

      4.5 Contractor Status Report: Sales Decision Process249

      4.6 Formal Acceptance: Sales Decision Process251

      5.0 Closing Process Group: Sales Decision Process253

      5.1 Procurement Audit: Sales Decision Process255

      5.2 Contract Close-Out: Sales Decision Process257

      5.3 Project or Phase Close-Out: Sales Decision Process259

      5.4 Lessons Learned: Sales Decision Process261

      Index263

      CRITERION #1: RECOGNIZE

      INTENT: Be aware of the need for change. Recognize that there is an unfavorable variation, problem or symptom.

      In my belief, the answer to this question is clearly defined:

      5 Strongly Agree

      4 Agree

      3 Neutral

      2 Disagree

      1