QAISER AMIN

Closing Out: Getting Commitments
Action-oriented needs to hear: The improvement will be
introduced quickly and with enough impact to make the
market notice.
We will be able to introduce this new improvement with a
big splash at the industry trade show in October. It will be
the highlight for our show marketing efforts.
Analytical needs to hear: Improvement is the best choice for
the company to follow at this time.
None of the other improvements we could undertake
matches this project’s sales and growth potential with a
similar modest cost. This program also has the fewest risks.
Conservative or hostile needs to hear: The project has a
strong positive to negative ratio.
The project has a few potential problems but they are far
outweighed by the positive aspects, including the strong
sales growth the last half of the year.
Creating a Strategic Advantage
Higher management wants to hear: This strategy is aligned
with the company’s future objectives.
This advantage will increase sales 25 percent per year, and
raise income 35 percent per year.Those are the objectives of
our five-year strategic plan.The advantage is significant and
it will take at least two years for competitors to respond.
Action-oriented needs to hear: Implementation will be
straightforward and the market will perceive the
advantage without an expensive or long-term marketing
program.
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