1. ALEXANDER W. PENDER, Ph.D
12115 Ambiance Way, Franklin, TN 37067
Home Phone 615-567-6221 / Cell Phone 615-557- 8347
Summary of Experience
Theme - “How to Increase Sales and Prosper in a Slowing Economy”
1992 to Present Relevant Experience
· Personal - Finance Management and Graduate Studies
· Research
o Thesis - “Human Factors that affect all Economic Decisions”
o Integrate all relevant soft science professional disciplines
o Soft Sciences include but are not limited to:
 Leadership, Management, HR, Economics, Finance, Marketing
 Economics, Psychology, Organizational Behavior, Political Science
 Biology, Nutrition, Neurology, Endocrinology, Neuro Sciences
o Develop of a Model that Predicts Financial Decisions and Outcomes
named:
 “A Framework for Sales Success”
· Topics for Sales and Marketing include but are not limited to:
o “How to predict individual customers “Purchasing Decisions”
 Through understanding of their “Decision Process”
o “How to predict organizational “Purchasing Decisions”
 Through understanding of their “Power and Control Structure”
o “How Individual Customers communicate with Sales Personnel”
 Through Spoken Words and Body Language
o “How Organizational Customers communicate with Sales Personnel”
 Through Written and spoken words,
o “How to Effectively Communicate with Yourself”
 Through understanding of their Stress (fear) Response
o “How to Effectively Communicate with Individual Customers”
 Through understanding of personality type and word choices
o “How to Effectively Communicate with Organizational Customer”
 Through thorough understanding of the Organization and
Individual
o “How to predict the outcomes of “Marketing Strategies” before
Implementation.”
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2. · It is impossible to communicate or describe the breadth and or depth of the
knowledge and wisdom I have obtained over the years, therefore additional
specific information is available upon request.
Background
Whether acting as an Engineer, Business consultant or Manager I have had the
opportunity to develop business relationships with leaders in large and small companies,
and government agencies. This includes, but is not limited to, Hughes Aircraft, Ball
Aerospace, Martin Marietta, Raytheon, Teledyne Brown Engineering, Square D, Strategic
Defense Command, Marshall Space Flight Center (NASA) and the Pentagon. I
communicated with management at all levels of the organization and accomplished the
company’s goals by utilizing my understanding of the people, technical expertise,
managerial skills and by creating win-win relationships.
As a Business Consultant, I learned that many decision makers were unaware of the
psychological processes that make up “The Decision Processes” and what factors skew
the that process. They were also unaware that their decisions were predictable and that
before their decisions were implemented there was already a high probability that their
decisions were either “Designed to Succeed” or “Designed to Fail”.
My psychology background provides me with a unique insight and ability to understand
the decision makers, the decision making process and how stress affects the process. I
have the ability to teach decision makers how to separate the facts from the psychological
factors. I can also help them develop their own “Rationally Objective Decision Making
Process” so that they and their companies will achieve “Long Term Financial Success” in
an economic environment that will soon result in many bankruptcies.
In order to successfully communicate one must be able to discern what and how the
individual thinks and then speak to them in the terms they understand, the style they prefer
(visual, audio, or hands on), and focusing on their priorities. One must also be able to
develop a presentation, successfully present the information, anticipate what questions will
be asked, and have the answers ready for those questions. I will assist you in developing
and presenting information to influence internal or external customers.
We live in an economic environment in which neither “Reasons for Failure” (valid events
or decisions that are out of our control) or “Excuses” (self defense psychological
mechanisms for guilty behavior) make a difference. All that matters, is whether, you
“Succeed or Fail”.
Education and Training
· B.S. Manufacturing, Colorado State University
· Dale Carnegie Sales Course
· Kepner Tregoe Problem Solving and Decision Making Course
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3. · Train the Trainer course
· Certified Total Quality Trainer
· PhD in Behavioral Science
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