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Pearson candidate project for P&C Sales Representative- Indianapolis
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Marissa Marler
Pearson Professional & Career
Candidate Project
2013
Initiat
ive. Ambit
ion. Passi
on.
2005
2013
2012
2009
THE
passionate
LEARNER
THE
efficient MANAGER
THE
innovative
LEADER
THE
ambitious TEAM
MEMBER
Concordia University- Nebraska
High Honors Graduate
Multiple Scholarship Recipient
International Teaching Practicum
Zion Lutheran School- Dallas
Middle School ELA Teacher
Curriculum Coordinator
MSD- Wayne Township
Gifted/ Honors Teacher
Curriculum Committee
Mentor
Pearson
Hopeful Candidate for P&C Sales
Representative- Indianapolis
Southern Methodist
University- Dallas
Honors Graduate
Quick Timeline of Past Experiences
My
strengths
are…
Prioritizing Responsibiliti
es…
Taking Initiative…
Problem Solving…
Working
with a Team
…
My skills are…
Proactive Communicator
Managing people & projects
Natural Leader
Affinity to Technology
The challenges that I anticipate as a new
sales representative at Pearson are…
“Getting Acquainted”
I anticipate one of the challenges will be becoming familiar with the territory and the digital management systems.
Although a Pearson representative’s territory is smaller than a Cengage or McGraw-Hill representative, I would want to
provide the best customer service that I could, especially to my high profit schools. Making myself visible to the
professors and department leaders and becoming familiar with the campuses will take time and work.
“Managing Time”
Another challenge that I anticipate is learning how to best manage my time. In order to provide good customer service,
it takes time answering emails, visiting campuses, and working one-on-one with professors. For a school to require
the curriculum, it is vital that the professors and departments are comfortable using it; otherwise, the sale
could lead to attrition. Also, depending on the time of year, the daily schedule can drastically change.
How I Will Be Successful despite these challenges
Prioritize tasks based on numbers, urgency
level, and management
Plan agenda
ahead of time for daily and
weekly tasks
Ask lots of
questions and be
an active listener
Show customer service skills and presentation
skills
C
Look at a day when you are supremely satisfied at the end. It’s not a day when you lounge around
doing nothing; it’s a day you’ve had everything to do and you’ve done it.
-Margaret Thatcher
Although there are
challenges for new sales representatives, my level of
commitment, drive, and dedication will only help me
learn to become a better team member for Pearson.
I am constantly evaluating myself and my performance in order to become more successful.
Here are three areas in which I have proactively
taken steps in order to rise to more challenges and
become a leader in my field:
• Accreditation Team 2012• Dallas/Fort Worth Area Professional Learning Committee
(PLC) 2009-2012• Presenter for SMU Undergraduate Courses• Led Committee for Curriculum Development 2009-2012• Presenter for parents & faculty 2011-2012• Mentor to novice teachers 2013• Honors Task Committee 2012-2013• High Ability Curriculum Committee 2012-2013• Presenter at National Association of Gifted Conference
2013• Member of several education associations, including
National Association of the Gifted
Leadership InitiativeLeadership Initiative
Balancing Time
Balancing Time
Some days are just longer than others, and that is sometimes what needs to happen. But I have become more efficient with my time by prioritizing task importance, making goals for myself and creating a plan to reach those goals, and by managing communication. This allows me to successfully reach career goals, as well as personal goals.
Speaking Up
Speaking Up
• Confidence to vocalize questions or offer creative solutions
• Asking questions to follow-up or clarify
• Speaking out when observing a problem
Management Dashboard Document Analysis
Represents sales through the end of July
Territory with the LARGEST base sales:
2ADat 4167.4
Territory with the smallest base sales:
2AG at 2095.5
School with largest base in the district…
Represents sales through the end of July
at 1612.7
Territories with strong digital sales…Territories with strong digital sales…
2AG, 2AB, & 2AE have generated the highest revenue
for digital sales
Yet…
2AChas sold 3.7% more in digital
revenue than the national average
Territories with strong digital sales earning potential…Territories with strong digital sales earning potential…
2AG, 2AB, & 2AE have generated the highest revenue for digital sales; however, the percentage of sales is currently
lower than the national average, so potential earning is still strong
amongst these territories
High performing schools…*Represents sales through the end of July
1.Indiana Wesleyan College of Adult & Professional Studies (1446.9)
2.Ivy Technical Community College- Terre Haute (825.7)
3. Purdue University (636.4)
4. Indiana University Bloomington (483.7)
5. Miami University Oxford (322.6)
Underperforming schools…*Below schools have generated no earning potential in the past year
• University of Cincinnati NSG/HLTH, COLL Evening &
CC, Medical School, Claremont
• University College Commonweath Schools
• Vincennes University Jr. College
• Indiana Vocational Tech College
• KCTCS- Bowling Green- Glasglow
• Indiana State University
• College of MT St. Joseph
Underperforming schools…*Schools below have shown decreases in revenue from the previous year month end
*Numbers show difference from previous year
1.Ivy Tech Community College- Terre Haute (-238)
2.Ball State University (-176.3)
3. Franklin University (-154.6)
4. Purdue University (-119.3)
5. Cincinnati State Technical & Community College (-80.9)
My Plan:
1.Prioritize my accounts:• Important Accounts (Schools like Indidana
Wesleyan CAPS, Ivy Technical Community College, & Purdue University
• Spend the majority of my time visiting and calling on these accounts that generate the most of the revenue
• Growth Accounts (Schools like Ivy Tech Community College-Fort Wayne, Sinclair Community College, & Miami University-Oxford)
• Spend a routine amount of time with these schools, and especially concentrate on them during the peak sale times of year
• Peripheral Accounts (Schools like Ivy Tech Community College- South Bend, Ivy Tech Community College Valparaiso, & Ivy Tech Community College- East)
• Accounts that generate the lowest revenue of the territory, and would mostly call and email and go by only occassionaly