Sales Training, Sales and Marketing Solutions in Detroit, Michigan


Introduction 1. Introduction
This "PK" training module falls under the "
Profit Knowledge" umbrella.  It is designed to help the Automotive team members analyze opportunities and decide where to invest time and Company resources.  The employee should analyze questionable market development "opportunities" using tools in this module.
  • 1.1 Profits
    Profits are crucial to the Company's continuing success.  The primary goal of every company is to produce a return on investment.  Working on non-strategic projects or opportunities with very little payback will result in the failure to produce optimal results.  The Automotive team is largely responsible to invest time according to the strategic plan developed in concert with Division management.
  • 1.2 Opportunities To Analyze
    When customers ask us to quote standard products or products that we have made for them in the past or are making for other customers, we should proceed without analysis or with a short discussion with our manager.

    However, when a customer asks us to quote a product that requires development involving the employee's time or engineering effort, then we should analyze the opportunity using the tools in this module.
  • 1.3 What Is In This Module
    First, there is a "
    Factors" section listing all the factors to be used to analyze the opportunity.  There is a section with "Breakeven" charts which show examples of how much product has to be sold to "break even" and recover the cost of the development resources.  Additionally, there is a "Database" to record information about an opportunity and to review other opportunities that passed or failed the Factor analysis.  Finally, there are Frequently Asked Questions (FAQ's) which may be helpful in answering questions that might result from applying the factors.

Test Your PK Absorption
1. What umbrella does this PK module fall under?

2. What is the purpose of this module?

3. What does working on non-strategic projects with little payback produce?

4. Who is responsible for investing your time wisely?