Piazza, Anthony
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Anthony Piazza, a student at Oakland University in Rochester, Michigan, competed in the Retail Management event at the 2015 International Career Development Conference. He scored in the 85th percentile on the comprehensive exam and the 89th percentile on the preliminary simulation, focusing on selling. In the final simulation focused on economics, Anthony scored in the 85th percentile overall.
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Ostatnia dekada stworzyła niemal nieograniczone możliwości dla rozwoju sprzedaży w sektorze B2B. Proces sprzedażowy koncentruje się tutaj coraz bardziej na potrzebach klientów, ich rosnącej sile nabywczej oraz ich oczekiwaniach, co zbliża działanie w nim i stosowane narzędzia do sektora B2C. Jakie czynniki przyczyniają się do tego, że występuje dwukrotna luka w efektywności między najlepszymi sprzedawcami z sektora B2B a tymi najmniej efektywnymi? Co sprawia, że liderzy umieją więcej sprzedawać i z większym zyskiem?
Według badań wzrost efektywności sprzedawców ma wpływ na wzrost obrotów firmy aż o 26%, więc jest o co walczyć. Efektywność określonych działań w kontekście wzrostu obrotów nie jest też przypadkowa. Dzisiejsi liderzy sprzedaży wykorzystują szybko pojawiające się zmiany rynkowe i generują coraz większe zyski dla swoich przedsiębiorstw. Przewaga pomiędzy najlepszymi i przeciętnymi osiągnięciami sprzedawców jest już teraz bardzo duża, a według prognoz będzie dalej rosła.
Przytoczone badanie A.T.Kearney pokazuje szeroką polaryzację pomiędzy firmami Liderami a firmami Średniakami jeżeli chodzi o uzyskiwane wyniki. Miernikami skuteczności sił sprzedaży w tym badaniu są między innymi: wzrost obrotów, wzrost efektywności ekonomicznej, stosowanie dopasowanych metodyk sprzedaży, poziom kompetencji.
Badania A.T. Kearney - „Beyond limits. The future of B2B Sales” zostały zaprezentowane podczas Warsztatu Inspiracyjnego PNSA 23 czerwca 2015 r. w Warszawie w siedzibie Konfederacji Lewiatan.
Więcej na temat tego wydarzenia - http://bit.ly/1Kt2PCM
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- 1. Student: School: Location: Competitive Event: Anthony Piazza Oakland University Rochester, Michigan Retail Management 2015 International Career Development Conference MI %ile International %ilescore Normal Category low med high Comprehensive Exam 85 100 91 Preliminary Simulation 89 NED 88 Final Simulation 85 NED 42 Overall 174 NED 87 Comprehensive Exam Retail Management and Merchandising Cluster Exam MI %ile Intl %ile low mid highscore Raw Channel Management 50 8380 Distribution 100 8380 Economics 50 5060 Financial Analysis 50 6780 Market Planning 100 100100 Marketing Information Management 100 9986 Operations 100 100100 Product/Service Management 100 7271 Promotion 100 8992 Selling 100 100100 Strategic Management 100 8790 Preliminary Simulation Instructional Area: Selling Prof Intl %ile NV BE ME EE Met 1. Select pricing strategies. 87 2. Explain factors affecting pricing decisions. 96 3. Identify components of a retail image. 92 4. Identify the impact of product life cycles on marketing decisions. 81 5. Describe factors used by businesses to position corporate brands. 98 6. Overall impression and responses to the judge's questions 96 Final Simulation Instructional Area: Economics Prof Intl %ile NV BE ME EE Met 1. Develop marketing plan. 57 2. Explain the concept of marketing strategies. 64 3. Identify market segments. 28 4. Identify communications channels used in sales promotion. 64 5. Adjust prices to maximize profitability. 28 6. Overall impression and responses to the judge's questions 85 Key: NV=No value, NED=Not Enough Data, BE=Below Expectations, ME=Meets Expectations, EE=Exceeds Expectations Met Prof. = If this box is checked, the judge felt that the student possessed enough knowledge and skill to be employed in an entry-level position in the career area.