Читать книгу Sales Decision Process A Complete Guide - 2020 Edition - Gerardus Blokdyk - Страница 6

Table of Contents

About The Art of Service7

Included Resources - how to access7

Purpose of this Self-Assessment9

How to use the Self-Assessment10

Sales Decision Process

Scorecard Example12

Sales Decision Process

Scorecard13

BEGINNING OF THE

SELF-ASSESSMENT:14

CRITERION #1: RECOGNIZE15

CRITERION #2: DEFINE:27

CRITERION #3: MEASURE:43

CRITERION #4: ANALYZE:57

CRITERION #5: IMPROVE:72

CRITERION #6: CONTROL:88

CRITERION #7: SUSTAIN:101

Sales Decision Process and Managing Projects, Criteria for Project Managers:126

1.0 Initiating Process Group: Sales Decision Process127

1.1 Project Charter: Sales Decision Process129

1.2 Stakeholder Register: Sales Decision Process131

1.3 Stakeholder Analysis Matrix: Sales Decision Process132

2.0 Planning Process Group: Sales Decision Process134

2.1 Project Management Plan: Sales Decision Process136

2.2 Scope Management Plan: Sales Decision Process138

2.3 Requirements Management Plan: Sales Decision Process141

2.4 Requirements Documentation: Sales Decision Process143

2.5 Requirements Traceability Matrix: Sales Decision Process145

2.6 Project Scope Statement: Sales Decision Process147

2.7 Assumption and Constraint Log: Sales Decision Process149

2.8 Work Breakdown Structure: Sales Decision Process151

2.9 WBS Dictionary: Sales Decision Process153

2.10 Schedule Management Plan: Sales Decision Process156

2.11 Activity List: Sales Decision Process158

2.12 Activity Attributes: Sales Decision Process160

2.13 Milestone List: Sales Decision Process162

2.14 Network Diagram: Sales Decision Process164

2.15 Activity Resource Requirements: Sales Decision Process166

2.16 Resource Breakdown Structure: Sales Decision Process168

2.17 Activity Duration Estimates: Sales Decision Process170

2.18 Duration Estimating Worksheet: Sales Decision Process173

2.19 Project Schedule: Sales Decision Process175

2.20 Cost Management Plan: Sales Decision Process177

2.21 Activity Cost Estimates: Sales Decision Process179

2.22 Cost Estimating Worksheet: Sales Decision Process181

2.23 Cost Baseline: Sales Decision Process183

2.24 Quality Management Plan: Sales Decision Process185

2.25 Quality Metrics: Sales Decision Process187

2.26 Process Improvement Plan: Sales Decision Process189

2.27 Responsibility Assignment Matrix: Sales Decision Process191

2.28 Roles and Responsibilities: Sales Decision Process193

2.29 Human Resource Management Plan: Sales Decision Process195

2.30 Communications Management Plan: Sales Decision Process197

2.31 Risk Management Plan: Sales Decision Process199

2.32 Risk Register: Sales Decision Process201

2.33 Probability and Impact Assessment: Sales Decision Process203

2.34 Probability and Impact Matrix: Sales Decision Process205

2.35 Risk Data Sheet: Sales Decision Process207

2.36 Procurement Management Plan: Sales Decision Process209

2.37 Source Selection Criteria: Sales Decision Process211

2.38 Stakeholder Management Plan: Sales Decision Process213

2.39 Change Management Plan: Sales Decision Process215

3.0 Executing Process Group: Sales Decision Process217

3.1 Team Member Status Report: Sales Decision Process219

3.2 Change Request: Sales Decision Process221

3.3 Change Log: Sales Decision Process223

3.4 Decision Log: Sales Decision Process225

3.5 Quality Audit: Sales Decision Process227

3.6 Team Directory: Sales Decision Process229

3.7 Team Operating Agreement: Sales Decision Process231

3.8 Team Performance Assessment: Sales Decision Process233

3.9 Team Member Performance Assessment: Sales Decision Process235

3.10 Issue Log: Sales Decision Process237

4.0 Monitoring and Controlling Process Group: Sales Decision Process239

4.1 Project Performance Report: Sales Decision Process241

4.2 Variance Analysis: Sales Decision Process243

4.3 Earned Value Status: Sales Decision Process245

4.4 Risk Audit: Sales Decision Process247

4.5 Contractor Status Report: Sales Decision Process249

4.6 Formal Acceptance: Sales Decision Process251

5.0 Closing Process Group: Sales Decision Process253

5.1 Procurement Audit: Sales Decision Process255

5.2 Contract Close-Out: Sales Decision Process257

5.3 Project or Phase Close-Out: Sales Decision Process259

5.4 Lessons Learned: Sales Decision Process261

Index263