Sales Playbook Report

Sales Playbook Report

Executive Summary

A sales playbook is a collection of different materials that strictly serves as identification tools adequately for the company’s methodologies and sales progress. Moreover, it plays a vital role in outlining different sales objectives of the company and ensure that there is the provision of different frameworks for adequately closing various sales. The existence of an archetypal B2B auctions playbook recently seems to be adequately housed in different clouds and appropriately internally managed. These companies that apply the above mode effectively helps an individual to ensure that there are proper refining measures of a separate process that takes place in the company and ensure there is the appropriate development of the sales playbooks of your company. The existence of different internet-based sales playbook strictly ensures that there are effective update measures continuously and also ensure that there is the presence of the development of various new ways effectively for sales team individuals to learn. These ways include; different interactive checklists, quizzes, videos, and beneficial articles,( G Siegel et al. 1994 )

.

B2B sales playbook contains different entities to primarily ensure that there are proper progression and operation by various companies. Every company, during its decision-making procedures, it should mainly ensure that there are different considerations for it to come up with a successful B2B auctioned playbook. The main aim of the paper is to strictly make proper considerations of different presentations present in the sales playbook sectors and financial concerns of IMA limited.

Sales playbook strictly entail considerable different elements include;

1. The presence of sales presentation means whereby it may either be a video or a detailed plan. It mostly plays a vital role in adequately making proper identification of the best models to apply while discussion on client issues and the appropriate measures of how one’s product or service offers the best solution possible of proper progress. The existing sales representatives can comfortably apply this mode inadequately, creating their presentation on clients
2. There should effectively have a comprehensive and transparent client profile in the sales playbook for every product or service that one offers. A playbook helps in answering the question of who is the primary client interested in your product.
3. There should also have a different shareholder who mainly helps in mapping the other shareholders who typically can surround other typical buyers.

Abstract

IMA is an organization that deals with maintenance, repair, and operations. The building of assets from scratch is a specialization focused on customer and industry preference. It involves the use of raw materials, either recycled or built by the company. Customers will be impressed with the products and services that this company offers since its main plan is to give quality standard MROs. The implications of this company may include instabilities over forecasts based on individual predictions of competition and prices available in the market. It affects the productions and consistent performance of the company and calls for proper management. ( AAR Ioris, 2012 )

Table of contents

Title                                                                                                                                                  01

Executive Summary                                                                                                                         02

Abstract                                                                                                                                            03

Introduction                                                                                                                                      05

Section 1                                                                                                                                          05

Overview  05

IMA Organization Structure                                                                                                            05

Social Selling Report                                                                                                                       06

Structure of IMA Noun-modifier Dictionary                                                                                  07

Construction of  IMA Master Part Library                                                                                            08

Production Classification                                                                                                                 08

Team Operating Principles                                                                                                               09

Financials                                                                                                                                         10

Section 2                                                                                                                                          13

Ideal Client                                                                                                                                       13

Goals and Objectives                                                                                                                       13

Section 3                                                                                                                                          14

Strategic Account Management                                                                                                       14

Proposal                                                                                                                                            15

Strategic Account Identification                                                                                                      16

Conclusion                                                                                                                                        17

Appendix                                                                                                                                          17

References                                                                                                                                        18

Introduction

Starting with the company’s operation means, it is clear that the corporation tends to provide us with appropriate concerns of individual’s longevity measures and credibility, specifically in the marketplace. The introduction of the company in economic development means strictly started in 1989, where different tribes put their focus on the indirect mode of material data before the existence of the large systems of Enterprise Resource Planning. During this time, the company could effectively ensure that its services strictly allowed its customers to adequately find their spare parts more suddenly, thus allowing them to make proper repairing different production equipment’s in the company.

Section 1

Overview

IMA Ltd is an industry that is widely spread throughout the United States and other parts globally, with its headquarters located in  Tillsonburg, Canada. It generally deals in material master data management solutions with its main interest in data collection, data cleansing, product classification, and administration services at the site. IMA Ltd was founded in 1986 and has surpassed more than 27 years of business operation with quality working software and best-practice procedures for high-quality services. The main goal of this company is to increase MRO( maintenance, repair, and operations) and support its production quality, reliable products, and services to its intended clients. ( I Fatima et al., 2017 )

IMA organization structure

        Officers

• President and founder
• Senior vice president
• 1^st vice president
• 2^nd vice president
• Legal counsel

Technical committee

• Chairman
• Members

Referee council

• Chairman
• Vice-chairman
• Members

(D Fayard et al., 2012 )

Social Selling Playbook Report

IMA Ltd will gain popularity across the globe for its performance in maintenance, repairs, and operation in data administration; this includes data cleansing tasks. However, different customers will present their orders with different preferences, and IMA has to this into consideration such that there Are procedures to adapt to specific business and systems that will comply with each customer and their unique preferences. This enhancement and validation of procedures provide compatible, reliable material that is unique. After cleansing, the document under production is formatted through a unique process to meet the standards and requirements set by IMA Ltd.

This company will perform and, with the years to come, will continue to improve in the accuracy of its data cleansing with the innovation of software called the IMA Noun-modifier Dictionary and  Master Part Library. This dictionary will help with MRO services and can be modified depending on customer preferences and industry objectives. The Master part library is always changing and increasing in data preservation. It will be one of the most significant assets to IMA and will be used enormously in data cleansing. ( SJ Andriole, 2015 )

Structure of IMA Noun-Modifier Dictionary

Structure of IMA Master Part Library

(EM Boschee,2012 )

Product classification

IMA Ltd will be responsible for supporting MRO activities to fit the different requirement for different requirements for each customer ( SR Canon et al. 2012)

. With its objectives, it’s able to carry out and uphold product codes, and stipulations for raw materials records to maximize on opportunities hence spending less time going through data. Many customers will get the best of maintenance, repair, and operation service possible as the United Nations Standard Products and Service Code (UNSPSC), outlining a clear worldwide multi-section standardization for the products and services. It will make use of the best versions of UNSPSC pointing out MRO parts which will include:

• XX-Segments
• XXXX-Family
• XXXXXX-Class
• XXXXXXXX-Commodity

Team operating principles

• Each member to demonstrate excellent communication skill which encompasses on-time sending and response to emails
• Member of the team need to own time management skills such as being on meetings on time
• The member of the team to show good organization and effective planning
• Member of the team to demonstrate equality in sharing task and helping one another
• Member of the team to have clear goals and always focus on the team targets

(AA Al-Hila et al. 2017 )

Financials (figures in Euros)

NON-CURRENT ASSETS

Property, plant and equipment                             2              100,192                        111,890

Right of use assets                                                 2              212,792

Intangible assets                                                    3              874,826                       453,980

Investments accounted for using the equity way  4                26,077                          52,909  Financial assets                                                      5                49,763                          47,505

Receivables from others                                       6                   3,010                            4,151

Deferred tax assets                                                8                 58,353                          49,226

TOTAL NON-CURRENT ASSETS                                    1,325,013                       719,661

CURRENT ASSETS

Inventories                                                             9               344,244                       319,724

Trade and other receivables                                   10              243,903                       257,712

Contract assets                                                      10              236,653                       189,495

Income tax receivables                                          11                21,296                         9,810

Financial assets                                                       5                 18,240                     22,182

Derivative financial instruments                              7                       983                         382

Cash and cash equivalents                                      12                110,699                  140,867

TOTAL CURRENT ASSETS                                                      976,018                  940,172

Share capital                                                                                   22,471                    20,415

Reserves and retained earnings                                                  301,806                  272,589

Profit for the year                                                                         169,248                 104,032

Equity attributable to equity holders of the parent  13               493,525                  397,036  Non-controlling interests                                           14                 11,355                    23,898

TOTAL EQUITY                                                                         504,880                 420,934

NON-CURRENT LIABILITIES

Borrowings                                                                15                521,943                283,281

Lease liabilities                                                         15                142,179

Employee defined benefit liabilities                          16                   40,555                 34,664

Provisions for risks and charges                                17                      6,305                  4,654

Other payables                                                            18              120,553                  74,753

Derivative financial instruments                                  7                   5,351                    3,771

Deferred tax liabilities                                                  8              108,827                  58,789

TOTAL NON-CURRENT LIABILITIES                                     945,713                459,912

CURRENT LIABILITIES

Borrowings                                                                 15               123,303                106,529

Lease liabilities                                                          15                 21,067

Trade and other payables                                            18               527,392                 462,496

Contract liabilities                                                       18               135,883                173,855

Income tax liabilities                                                   11                  12,935                   7,368

Provisions for risks and charges                                 17                  29,767                  27,394  Derivative financial instruments                                    7                          91                   1,345  TOTAL CURRENT LIABILITIES                                                 850,438                778,987

TOTAL LIABILITIES                                                                   1,796,151            1,238,899  TOTAL EQUITY AND LIABILITIES                                          2,301,031           1,659,833
Section 2

The ideal client/customer

The main specialties that shall be conducted by the organization will mainly include Automation. Sub-branch companies will deal with the production of different technology assemblies in the automation industry. The companies will be distributed globally into different categories, for instance: The IMA branch that will work in far east Malaysia, which will specialize in the manufacture of built-to-print and custom-built systems for medical practices. Products manufactured here will include; cartridges, tube sets, safety syringes, electrodes and needle. Another company will be situated in Switzerland and will be involved in the manufacture of turn-key designs enabling engineering solutions to enhance medical equipment. In North America, IMA Ltd will deal with turnkey assembly and testing of medical equipment, supporting clients with their projects throughout the idea involved in the conclusion. Turn-key solutions for micro-assembly will have its own company in Sysmeles, whereby it will be able to custom design automated machinery for micro technical equipment in the industry.  There will also be telerobot equipment that will deal with high-speed assembly systems for storage of foods and beverages( K Mahmood et al., 2014 )

Goals and objectives

• To put into action MRO with preference by the customer about the product.
• Provide engineering solutions to customer projects.
• Provide substantial-quality work.
• Best risk management plans
• The value of holding meetings
• Work with commitment and coordination
• Manage tight budgets
• Handle tasks in a short time possible
• Utilize resources

(R Fuchsen, 2010 )

Section 3

Strategic account management

Professionals will partner in decision making, planning, financial reports that control working strategies and performance within the organization. Technology will use since pictorial aspects of the business are changing rapidly, and keep up, advanced technology comes into place. With the updated account framework, management will be able to merge with other emerging competencies. Professionals will be trained regularly in regards to the new technologies to remain in the digital fields, and this will improve their performance for future effectiveness. The framework consists of six domains of accomplishment and knowledge that will help in skills assessment, career-building of employees. ( J Langabeer et al. 2010) These domains will include:

• Strategic planning and performance; It shall involve future planning, decision making, disaster and risk management, supervision of the company’s performance.
• Reporting and control; Analysis and relevant reports on financial, company expenditures, financial statements concerning company requirements will conduct.
• New Technology; Management of technology involving data analysis and information systems to keep track of the company’s performance.
• Operations of the Company; Involves contribution of functionalities of the organization’s activities in the industry, management, quality products, and services.
• Company leadership; leaders, will collaborate with employees and inspire teams in achieving the industry’s goals. The goals will there if there is proper management, teamwork, motivation.
• Company ethics and value; Ethical behavior plays an enormous role in regards to the company achieving its goals. IMA encourages professional ethics while recognizing and resolving unethical acts that go against the company’s rules.

Proposal Report

Services offered at IMA (MROs) will be an example of a successful organization to other manufacturing organization within the industry having reports in data quality assessment, data cleansing that meet company and customer preference, reworks of data that is not up to standards and submission of quality processed work in time after customer request (CPA Linda Devonish, 2013)

Strategic account identification

Due to the work that is too involved, IMA will assign a qualified team of experts to record and transmit detailed MROs information to the company’s server to be processed and analyzed. Afterward, the company will prepare the transmitted data according to standards and requirements using the data cleansing process and present the final data in a file. The experts will use specialized android gargets to collect and transmit collected data. Each garget equipped with software specially programmed by IMA for data entry and transmission.

Features

• Customer preference and requirements of the industry.
• We are making use of software, manual subject matter expertise, and industry’s best operations.
• Have the exhaustive project workflow.
• Holding workshops with the team to enhance understanding of the plan and reduce the occurrence of missed tasks
• Holding of progress meetings.
• Taking records; Manufacturer name, serial number, description, stock number, quantity, images of the product, and any other relevant information.

( T Manikandan et al. 2014 )

Benefits

• The company can point out duplications in the process of data cleansing.
• There is a searching ability.
• We increased maintenance repair and operations.
• Maximize functionality and transparent reporting
• Expenditure records.

(P Purnamasari et al. 2015 )

Conclusion

The company’s operations target its ideal market with its credible products and services. In summary, this project uncovered the details on the components of a marketing control system and how a company can carry out analysis of marketing, which includes efficiency control, profitability control, and annual plan control. Marketing control is an essential step in marketing. The success of the organization highly depends on the quality of marketing control.

Appendix

IMA works on critical information; therefore, the company strictly monitors its employees to ensure confidential information doesn’t leak to the outside world. Confidentiality is an essential aspect of the company, and discrete only disclosed to relevant authorities. (R Cooper – 2017)

Reference

, SR Cannon, BL Cantarel, PS Chain, IMA Chen… – nature, 2012 – nature.com

AA Al-Hila, IMA Alshaerb, MJ Al Shobaki… –  of Engineering and …, 2017 – papers.ssrn.com

AAR Ioris – Singapore Journal of Tropical Geography, 2012 – Wiley Online Library

CPA Linda Devonish-Mills CMA – Strategic Finance, 2013 – sfmagazine.com

D Fayard, LS Lee, RA Leitch, WJ Kettinger – Accounting, Organizations and …, 2012 – Elsevier

EM Boschee, M Levit, MR Freedman – US Patent 8,260,817, 2012 – Google Patents

G Siegel, JE Sorensen – Strategic Finance, 1994 – search.proquest.com

I Fatima, D Wibisono – Asia Pacific Journal of Advanced …, 2017 – pdfs.semanticscholar.org

J Langabeer, J DelliFraine, J Helton –  NJ: Institute of Management …, 2010 – researchgate.net

K Mahmood, IMA Qureshi, A Nisar – International Journal of Quality & …, 2014 – emerald.com

P Purnamasari, I Amaliah – Procedia-Social and Behavioral Sciences, 2015 – Elsevier

R Cooper – 2017 – Routledge

R Fuchsen – IEEE Aerospace and Electronic Systems …, 2010 – ieeexplore.ieee.org

SJ Andriole – Communications of the ACM, 2015 – dl.acm.org

T Manikandan, SS Ameer, A Sivakumar, D Kumar… – 2014 – sae.org