TAILIEUCHUNG - PROJECT MANAGEMENT FOR TELECOMMUNICATIONS MANAGERS CHAPTER 13

Chapter 13 SALES & projects start with activities that originate in the sales and/or marketing groups. These groups identify an opportunity, and work with customers to create a customer request for a product or service. Sales may even drive the project definition to a very detailed level by submitting a bid requiring new product development. | PART III ROLES OF TEAM MEMBERS This page intentionally left blank Chapter 13 SALES MARKETING Many projects start with activities that originate in the sales and or marketing groups. These groups identify an opportunity and work with customers to create a customer request for a product or service. Sales may even drive the project definition to a very detailed level by submitting a bid requiring new product development. In the early stages we need to build as clear as possible a description of the purpose and scope of the project so that all stakeholders will understand what is to be done and to ensure that the aspects of cost time and quality can be clearly planned. If the project is a sales or marketing-driven project or one that involves these job functions the departments will be integrally involved throughout although the most obvious contribution of these groups is during the definition phase. But even in the case of projects for customers which are sold by sales and marketing but implemented by others it is wise for sales and marketing to remain involved from time to time - especially sales - to maintain the desired relationship with the customer. In this chapter we will discuss the project definition and scope from the early stages of the interaction with a customer through to the development of a detailed scope statement. We will also explain the technique of developing a work breakdown structure. The need to have strong sales marketing involvement in the scope development will be evident as the discussion enfolds. It is important to distinguish between the sales and marketing functions. Sales is a line function which deals directly with customers. Sales people often have quotas they must meet selling services or products. While the main job of the sales group is obviously to bring in the sales revenue this is primarily an ongoing operational function the prime project responsibility .

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