Business

Vision --> "Simple, not only can teach you how to sell, but how to

manage your supply chain"

Distinctive competencies: new training program.

What do they do that other's don't? How does this mesh with company

mission and values?

Objective: GROW. Problem here is how to grow: diversify geographically

or through their programs?

Quick success allowed them to charge the same as the big

companies...specific to sales management at the time. Built up a

premium position in a short amount of time. Potential? Industry based

a lot on reputation, and by doing a lot R&D, they have the ability to

find new and upcoming programs to capitalize upon. First mover

advantage in new topics through their research and development?

Situation: Organization --> In a period of expansion...but how?

Diversify geographically or diversify in terms of topics? At the

present they made a comprise by doing a bit of both, but will

stretching themselves thin hurt their rep? With regards to pricing

SCM, do they want to charge a premium price or enter the market with a

penetration pricing strategy?

Situation --> Andy Wong: Conducted three sales calls, all of which

ended up differently. His personal goal: sell to two out of three. He

needs to sell a new service he doesn't know much about. Receiving

feedback, and due to company not having an established rep with

regards to SCM, they are encountering difficulties with their premium

pricing.

Other issue they are facing: Training programs are comprehensive, yet

not customized like they said it's supposed to be (as encountered in

third sales call).