Holden Account Management

efox Account course of study Account ANZ trading operations and Technology Pvt Ltd number WSP Revenue $40,000 Total CDSP Revenue $0 Sales Professional Amit D Bhattacharya 29/11/2010 varlet 1 of 12 efox by Holden world(prenominal) www. holdenintl. com efox Account cast Corporate Goals & Initiatives Corporate Goals faint Corporate Initiatives undefined 29/11/2010 ANZ trading operations and Technology Pvt Ltd pageboy 2 of 12 efox by Holden planetary www. holdenintl. com efox kind Sales PlanAccount ANZ operations and Technology Pvt Ltd Opportunity NPLC Bangalore-Mumbai look upon $40,000 Close Date May 11 2010 Sales Professional Amit D Bhattacharya Sales Prediction Opportunity is constraining 29/11/2010 Page 3 of 12 efox by Holden multinational www. holdenintl. com efox victorious Sales Plan Discovery Expanded Opportunity digest Solid Emerging Weak Non-existent Excellent Good At mirror symmetry Marginal Bad Disadvantaged Tentative Disconnected Severely at Risk Strong Grow ing At Risk Nov 29 2010 governingSecure measure Premise care Quality Competitive force out Political bond Summary merchant ship We Add Value? Value Premise Client Involvement in Value Discovery affair Impact -11 0 Driving Mechanism Measur might -3 -4 -3 0 -3 0 -15 -4 Should We Pursue? strain Quality Geography/Resourceable Funding Risk judgement Future Value to Us 0 0 0 while frame Client Competence Profitability to Us 0 Can We Compete? Competitive Strength Solution Compatibility Client History philosophic Alignment 0 0Competitors Solution Compatibility Competitors Client History -4 -3 -4 -27 -4 -3 -56 Competitors philosophic Alignment -4 Are We Politically Aligned To Win? Political Alignment Decision-Making Process supplement Political Leverage Appropriate Executive Sponsorship set up Momentum -4 -4 -4 0 Competitors Decision Process Leverage -4 Competitors Political Leverage Competitors Approp. Exec. Sponsorship -4 Competitors Established Momentum Total Score 29/11 /2010 ANZ operations and Technology Pvt Ltd NPLC Bangalore-MumbaiPage 4 of 12 efox by Holden internationalistic www. holdenintl. com efox loving Sales Plan Establish Value Value Statements Sharath S, Lead Technology, O We rump provide the ethernet link as needed by you to sign the strangulation and proper running of the applications as the legitimate bandwidth is choked. Critical Business Issues Traffic is very high on the existing link which leads to choking Area of Improvement Upgrading of the bandwidth capability in the existing link Business Impact CredibilityNeed to release the choking and Track degrade of having provided the IT applications will run more similar links to Sonata Software, smoothly IBM etc Value Proposition Beginning April 28th 2010 as a result of the bare-assed link from TTSL, ANZ Operations and Technology Pvt Ltd will be able to in effect increase the bandwidth on the existing link resulting in telling removal of the choking for proper running of th e IT applications with the economic payback of increased productivity of employees.We will document our delivered rank by **. 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 5 of 12 efox by Holden International www. holdenintl. com efox Winning Sales Plan Competitive dodging Differentiation Analysis Our Strategy Competitor Strategy for Strategy Coaching Prompt 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 6 of 12 efox by Holden International www. holdenintl. com efox Winning Sales Plan Political Support Support paper Map MV VM RP SS VBRP Ravi Pangal, tip Transitions, E Agenda ploughshare VM Viswas M, Head IT strategic Sourcing and asset Management, M Agenda Contri plainlyion VB Vaidyanathan B, Manager Facilities, O Agenda Contribution MV Mahendran V, Head IT Infrastructure, M Agenda Contribution SS Sharath S, Lead Technology, O Agenda Contribution 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumb ai Page 7 of 12 efox by Holden International www. holdenintl. com efox Winning Sales Plan Ravi Pangal, Head Transitions, E Agenda Contribution pull someones leg Evaluator 2 3 4 5 6 7 8 9 10 Ravi Pangal has exerted influence out of doors of his or her organisational liberty Ravi Pangal has acquaintance of his or her companys thrill and seam goals, as demonstrate in his or her field of studying to right away or indirectly erect them Ravi Pangal is an impressive risk taker, in terms of his or her ability to valuate and make love risk Ravi Pangal demonstrates integrity, in terms of non being unbidden to compromise his or her company or individuals inwardly the Power lascivious to communicate his or her own aspirations Ravi Pangal is a good hearer Ravi Pangal give the bounce appropriately and successfully work in ejection to company form _or_ system of government Ravi Pangal influences important decisions forrader they are officially made Ravi Pangal has a close family blood with others who possess expertness that he or she ainizedly does non have, but that bottomland be important Ravi Pangal is not arrogant close his or her acquaintance or accomplishments as prove by his or her impulsiveness to have others pay off the credit for accomplishments Ravi Pangal is diplomatic in how he or she operates, as evidenced by rarely taking mess on in a confrontational manner 1-Most Likely dead on target 0-Dont have intercourse -1-Doubt this is original -2 -2 -2 -2 -2 -2 -2 -2 -2 -2 2-Confident this is current -2-Confident this is not true Contact Evaluator 1 2 3 4 5 6 7 8 9 10 My discussions with Ravi Pangal budge upon potential opportunities beyond the legitimate production line fortune Ravi Pangal utilizes e or my company as a untraditional preference through which take account can be derived Ravi Pangal makes an travail to helpance me in cost-justifying the value that we can contribute Ravi Pangal introduces or references me t o potent throng in the account Ravi Pangal has a run dodge for establishing us as the preferred supplier Ravi Pangal utilizes his or her ingrained contacts to provide me with clientele insights and tuition of a privileged genius Ravi Pangal openly discusses his or her companys plans, projects, and personnel with me Ravi Pangal can declare my personal or companys long-term strategy for building a relationship with his or her company and how the current chance contributes to its advancement Ravi Pangal takes the go-ahead in pay heeding me in the current business development opportunity I expression my relationship with Ravi Pangal transcends the business development opportunity at softwood 2-Almost Always 1-Often 0-Sometimes -1-Rarely -2-Almost neer -2 -2 -2 -2 -2 -2 -2 -2 -2 -2 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 8 of 12 efox by Holden International www. oldenintl. com efox Winning Sales Plan Viswas M, Head IT strategic Sourcing and asset Management, M Agenda Contribution put off Evaluator 1 2 3 4 5 6 7 8 9 10 Viswas M has exerted influence outside of his or her organizational authority Viswas M has cognition of his or her companys mission and business goals, as evidenced in his or her working to directly or indirectly advance them Viswas M is an effective risk taker, in terms of his or her ability to assess and influence risk Viswas M demonstrates integrity, in terms of not being free to compromise his or her company or individuals within the Power lowly to advance his or her own aspirationsViswas M is a good meeter Viswas M can appropriately and successfully work in riddance to company constitution Viswas M influences important decisions before they are formally made Viswas M has a close relationship with others who possess expertness that he or she personally does not have, but that can be important Viswas M is not arrogant slightly his or her knowledge or accomplishments as evidenced by his or her willingness to have others draw the credit for accomplishments Viswas M is diplomatic in how he or she operates, as evidenced by rarely taking people on in a confrontational manner 1-Most Likely True 0-Dont Know -1-Doubt this is true -2 -2 -2 -2 -2 -2 -2 -2 -2 -2 2-Confident this is true -2-Confident this is not true Contact Evaluator 2 3 4 5 6 7 8 9 10 My discussions with Viswas M touch upon potential opportunities beyond the current business opportunity Viswas M utilizes me or my company as a nontraditional choice through which value can be derived Viswas M makes an effort to assist me in cost-justifying the value that we can contribute Viswas M introduces or references me to potent people in the account Viswas M has a clear strategy for establishing us as the preferred supplier Viswas M utilizes his or her inseparable contacts to provide me with business insights and information of a privileged nature Viswas M openly discusses his or her companys plans, projects, and per sonnel with me Viswas M can articulate my personal or companys long-term strategy for building a relationship with his or her company and how the current opportunity contributes to its advancement Viswas M takes the scuttle in assisting me in the current business development opportunity I find out my relationship with Viswas M transcends the business development opportunity at occur 2-Almost Always 1-Often 0-Sometimes -1-Rarely -2-Almost Never -2 -2 -2 -2 -2 -2 -2 -2 -2 -2 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 9 of 12 efox by Holden International www. holdenintl. com efox Winning Sales Plan Vaidyanathan B, Manager Facilities, O Agenda Contribution Fox Evaluator 2 3 4 5 6 7 8 9 10 Vaidyanathan B has exerted influence outside of his or her organizational authority Vaidyanathan B has knowledge of his or her companys mission and business goals, as evidenced in his or her working to directly or indirectly advance them Vaidyanathan B is an effectiv e risk taker, in terms of his or her ability to assess and manage risk Vaidyanathan B demonstrates integrity, in terms of not being willing to compromise his or her company or individuals within the Power al-Qaida to advance his or her own aspirations Vaidyanathan B is a good listener Vaidyanathan B can appropriately and successfully work in exception to company policy Vaidyanathan B influences important decisions before they are formally made Vaidyanathan B has a close relationship with others who possess expertise that he or she personally does not have, but that can be important Vaidyanathan B is not arrogant about his or her knowledge or accomplishments as evidenced by his or her willingness to have others receive the credit for accomplishments Vaidyanathan B is diplomatic in how he or she operates, as evidenced by rarely taking people on in a confrontational manner 1-Most Likely True 0-Dont Know -1-Doubt this is true -1 0 0 -1 1 0 1 0 -2 0 2-Confident this is true -2-Confident this is not true Contact Evaluator 2 3 4 5 6 7 8 9 10 My discussions with Vaidyanathan B touch upon potential opportunities beyond the current business opportunity Vaidyanathan B utilizes me or my company as a nontraditional resource through which value can be derived Vaidyanathan B makes an effort to assist me in cost-justifying the value that we can contribute Vaidyanathan B introduces or references me to influential people in the account Vaidyanathan B has a clear strategy for establishing us as the preferred supplier Vaidyanathan B utilizes his or her internal contacts to provide me with business insights and information of a privileged nature Vaidyanathan B openly discusses his or her companys plans, projects, and personnel with me Vaidyanathan B can articulate my personal or companys long-term strategy for building a relationship with his or her company and how the current opportunity contributes to its advancement Vaidyanathan B takes the initiative in assisting me in the cu rrent business development opportunity I feel my relationship with Vaidyanathan B transcends the business development opportunity at mess 2-Almost Always 1-Often 0-Sometimes -1-Rarely -2-Almost Never 0 -1 0 0 1 -2 -1 0 -1 -1 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 10 of 12 efox by Holden International www. holdenintl. com efox Winning Sales Plan Mahendran V, Head IT Infrastructure, M Agenda Contribution Fox Evaluator 1 2 3 4 5 6 7 8 9 10 Mahendran V has exerted influence outside of his or her organizational authority Mahendran V has knowledge of his or her companys ission and business goals, as evidenced in his or her working to directly or indirectly advance them Mahendran V is an effective risk taker, in terms of his or her ability to assess and manage risk Mahendran V demonstrates integrity, in terms of not being willing to compromise his or her company or individuals within the Power Base to advance his or her own aspirations Mahendran V is a good listener Mahendran V can appropriately and successfully work in exception to company policy Mahendran V influences important decisions before they are formally made Mahendran V has a close relationship with others who possess expertise that he or she personally does not have, but that can be important Mahendran V is not arrogant about his or her knowledge or accomplishments as evidenced by his or her willingness to have others receive the credit for accomplishments Mahendran V is diplomatic in how he or she operates, as evidenced by rarely taking people on in a confrontational manner 1-Most Likely True 0-Dont Know -1-Doubt this is true -2 -2 -2 -2 -2 -2 -2 -2 -2 -2 2-Confident this is true -2-Confident this is not true Contact Evaluator 2 3 4 5 6 7 8 9 10 My discussions with Mahendran V touch upon potential opportunities beyond the current business opportunity Mahendran V utilizes me or my company as a nontraditional resource through which value can be derived Mahendran V mak es an effort to assist me in cost-justifying the value that we can contribute Mahendran V introduces or references me to influential people in the account Mahendran V has a clear strategy for establishing us as the preferred supplier Mahendran V utilizes his or her internal contacts to provide me with business insights and information of a privileged nature Mahendran V openly discusses his or her companys plans, projects, and personnel with me Mahendran V can articulate my personal or companys long-term strategy for building a relationship with his or her company and how the current opportunity contributes to its advancement Mahendran V takes the initiative in assisting me in the current business development opportunity I feel my relationship with Mahendran V transcends the business development opportunity at hand 2-Almost Always 1-Often 0-Sometimes -1-Rarely -2-Almost Never -2 -2 -2 -2 -2 -2 -2 -2 -2 -2 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 11 of 12 efox by Holden International www. holdenintl. com efox Winning Sales Plan Sharath S, Lead Technology, O Agenda Contribution Fox Evaluator 2 3 4 5 6 7 8 9 10 Sharath S has exerted influence outside of his or her organizational authority Sharath S has knowledge of his or her companys mission and business goals, as evidenced in his or her working to directly or indirectly advance them Sharath S is an effective risk taker, in terms of his or her ability to assess and manage risk Sharath S demonstrates integrity, in terms of not being willing to compromise his or her company or individuals within the Power Base to advance his or her own aspirations Sharath S is a good listener Sharath S can appropriately and successfully work in exception to company policy Sharath S influences important decisions before they are formally made Sharath S has a close relationship with others who possess expertise that he or she personally does not have, but that can be important Sharath S is not arro gant about his or her knowledge or accomplishments as evidenced by his or her willingness to have others receive the credit for accomplishments Sharath S is diplomatic in how he or she operates, as evidenced by rarely taking people on in a confrontational manner 1-Most Likely True 0-Dont Know -1-Doubt this is true -2 0 -1 0 1 -2 1 1 -2 1 2-Confident this is true -2-Confident this is not true Contact Evaluator 2 3 4 5 6 7 8 9 10 My discussions with Sharath S touch upon potential opportunities beyond the current business opportunity Sharath S utilizes me or my company as a nontraditional resource through which value can be derived Sharath S makes an effort to assist me in cost-justifying the value that we can contribute Sharath S introduces or references me to influential people in the account Sharath S has a clear strategy for establishing us as the preferred supplier Sharath S utilizes his or her internal contacts to provide me with business insights and information of a privileged nature Sharath S openly discusses his or her companys plans, projects, and personnel with me Sharath S can articulate my personal or companys long-term strategy for building a relationship with his or her company and how the current opportunity contributes to its advancement Sharath S takes the initiative in assisting me in the current business development opportunity I feel my relationship with Sharath S transcends the business development opportunity at hand 2-Almost Always 1-Often 0-Sometimes -1-Rarely -2-Almost Never -2 -2 -2 -1 -2 -2 -2 -2 0 0 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 12 of 12 efox by Holden International www. holdenintl. com