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    Winsome home sales company: create a two to three page description of the project's scope only as it relates to the sales and marketing activities. Describe the deliverables the team will produce, what type of information they will contain, and the level of detail expected.

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    Because of your grasp of what needs to be done and your leadership skills, you have been chosen as project manager for this project. Your first order of business as the project manager is the development of the scope statement. Your boss has asked to see the sales deliverables. You have met with the sales manager and have a general sense of what support the sales team will require for the new product.

    Background on Winsome's sales structure:

    The home sales force is actually managed (and contracted) through Winsome's sister company. This sister company purchases products from various manufacturers, brands them, educates the sales representatives, and markets the products to the home sales event customer. Winsome's sales department is responsible for setting prices, generating sales forecasts, monitoring sales activities, helping the sister company incorporate new products, and identifying new sales opportunities. In some cases, Winsome's sales department has attended the sister company's quarterly "branch manager" sales events and presented information on new products. The marketing materials are jointly created by Winsome and the sister company.

    For the sister company to begin their branding and sales force education activities, they need to have the product specifications, photographs of the product, pricing structures, and marketing materials.

    You have a follow-up meeting with the managers of the sales and marketing departments next week. At that time, you will review a detailed write-up of the scope that describes what is included, as well as what is excluded.

    In preparation for the meeting, create a two to three page description of the project's scope only as it relates to the sales and marketing activities. Describe the deliverables the team will produce, what type of information they will contain, and the level of detail expected. Identify the exclusions to the scope. Define any assumptions you are making about the rest of the project's scope that impact your decisions around the sales and marketing scope. Include an additional page to identify key points you will share in your conversation with the managers, identify their possible objections, and detail your response to those objections. Compile your scope statement with deliverables, exclusions, and assumptions, along with your key points page for submission.

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    Solution Preview

    The scope statement should include the following information:
    1. Strategy: The customer's needs are to purchase the products at the right prices, appropriately brand them, train the sales representatives and market the products. The relationship of these to the project is that the pricing of the product should be such that the product can be marketed as well as generate an adequate profit for the business concern. In addition the sales forecasts generated by Winsome should be such that the purchases can be made accurately, that is there should not be over purchases or under purchases. The sales activities should be monitored so that the sales are made at a price that is profitable, sales are quickly made and payments are realized in a reasonable time. Winsome needs to identify potential demands so that new products can be introduced into the business profitably. Finally, Winsome needs to identify new sales opportunities so that the customer can expand his business.
    2. Product of the project: The project must be able to set a competitive price, the price should be competitive in the market as well as earn an acceptable profit for the company. Secondly, the project must be able to make accurate forecasts of item wise sales. This would help the customer make timely purchases and not waste money carrying inventories. Thirdly, Winsome has ...

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