View
888
Download
0
Category
Tags:
Preview:
DESCRIPTION
This is an appendix to my resume and highlights my recent management scope, and my management and sales philosophy.
Citation preview
Organization and ValuesPrimedia’s Homes Division
Excerpted from Publisher Town HallPresented on September 26th, 2008
By James Moon, VP – New Homes
Organizational StructureHomes Division, Primedia
Homes Division Sales Organization
James MoonVP, Homes
Greg SaraDirector, Finance
Brad Denham West
Regional Director
Greg Demski South
Regional Director
Emily Boyd East
Regional Director
Bob ClouserNortheast
Regional Director
-Austin NHG
-Dallas NHG
-Houston NHG
-Jacksonville NHG
-Orlando NHG
-San Antonio NHG
-Tampa Bay NHG
-Baltimore NHD
-Columbus NHG
-DC NHD
-Indianapolis NHG
-Kansas City NHG
-New Jersey NHG
-Philadelphia NHG
-Richmond NHD
-St. Louis NHG
Jason Culpepper DirectorNational Business
Yami QuijanoOperations Manager
-Denver NHG
-Colorado Springs
NHG
-Phoenix NHG
-Portland NHG
-Seattle NHG
-Atlanta NHG
-Atlanta TCH
-Charlotte NHG
-Charlotte TCH
-Nashville NHG
-Triangle NHG
-National Accounts
-Online Markets
Homes Division Online Organization
James MoonVP, Homes
Jeff AnopDirector, Homes
Online
Gary Esposito Sr. Manager, SEO
Homes Online
FUTURE POSITIONProduct Manager
Marco De Obaldia Homes Online
Melissa NeighborsPSR Group
-Lead tactical SEO efforts for Homes sites-Reports overall SEO improvements-Creates and manages SEO changes for all Homes sites-Partners with Product Manager to ensure SEO updates are inline with product vision
-Lead tactical changes to the sites that flow from the online strategy, partners with IT team-Leads requirement gathering and creation-Leads reporting efforts-Reports tactical improvements up to Director
-Supports new and existing customers-Supports the needs of the national sales staff- Works with IT team to ensure technical /system needs are met
-Translates business needs into user interface changes-Leads NHG.com redesign effort-Partners with EGG for creation of product marketing materials that align with web and print products
Product Team
We envision a Primedia that is:
◦ The “employer of choice” for teammates
◦ The “provider of choice” for clients
◦ An “investment of choice” on Wall Street
Homes Division Vision
Our Mission is to:◦ Implement a culture that values people and
that engages them in the exceptional delivery of products and services
◦ Provide the most helpful and widely used media for potential new home buyers
◦ Deliver highly effective advertising solutions for home builders
◦ Create significant financial value for Primedia and our shareholders
Homes Division Mission
Our Core ValuesHomes Division
People We will demonstrate effective,
compassionate leadership founded on:◦ Honesty
◦ Integrity
◦ The genuine belief in people
We are committed to: ◦ Employing the best
◦ Re-sourcing our markets appropriately
◦ Promoting front-line input
◦ Providing quality of work life for everyone
Teamwork We will leverage the talents of
individuals to: ◦ Create team synergies
◦ Build our business
◦ Meet performance requirements
We will communicate with clarity within our group and across functional lines so we can:◦ Effectively secure new ideas
◦ Unify our mission
Continuous Improvement
We will constantly assess and refine: ◦ Our product
◦ Operational processes
◦ Sales strategies
We will apply best practices that: ◦ Drive revenue
◦ Create value for our stakeholders
Customer Service
Our number one objective will be to satisfy:◦ External Clients• Advertisers
• Consumers
• The investment community
◦ Internal clients
Customer service excellence will be the standard by which all actions are measured.
Financial Results
Through sense of urgency and tireless commitment to these principles . . . ◦ . . . having the best people working as a
team to continuously improve our sales operation and better serve our customers . . .
We will attain: ◦ Maximum financial results
◦ Career success
Core Values Pyramid
People
Teamwork
Continuous Improvement
Customer Service
Excellence
Financial Results
5 Steps of SellingSales Training Model
Five Steps of Selling
Set Appointm
ent
Satisfy Needs
Close the Sale
Customer Service
Step 1: Set the Appointment
Initial contact
Build rapport
Create interest
Set appointment
Step 2: Establish Needs
ResearchDo your homework…
• Company website and Internet
• Competition, customers, employees
Ask questions
• Close and open-ended questions
• Discover “hot buttons”
Paraphrase needs
• Review needs in summary format
• Confirm your understanding
Use tie-downs
Step 3: Satisfy with FAB-Ts
Feature Important product characteristic…
• Full service provider
AdvantageHow the feature helps…
• Only deal with one vendor for all services
BenefitThe financial impact…
• Saves you time and allows you to make more money
Tie-downsCreates comfort in saying “yes”…
• And that is what your client’s need . . . right?
Step 4: Close the SaleTrial close
• Ask for the business
• Present professional proposal
Field objections
• Confirm previously established needs
• Is there anything else preventing us from moving forward today?
• Use FAB- Ts to overcome concerns
Close the sale
Ask for referrals
Step 5: Customer Service
Set Appointment
Establish Needs
Satisfy Needs
Close the Sale
Sharp focus on customer service
Thanks for your time. My Best,
James Moon
Recommended