Expert answer:Recording speaker two pages single spaced size 12
Answer & Explanation:Recording speaker : Hal Daub Go to this link to hear the recording https://onedrive.live.com/redir?resid=FC71E0F5479864B5!363&authkey=!AII8_GAxhahvPOQ&ithint=file%2cm4aWrite a two page single spaced, 12 font and typed summary of the guest speaker’s lecture and discussion. The objective of the assignment is to identify and apply the key learnings of the course and current events to the speaker’s lecture.Include the following five sections in critique: Part 1- summarize the key points of the speaker’s presentationPart 2-cite and discuss the examples the speaker used to address the Miller Heiman sales principles such as buying influences, red flags, funnel, valid business reason, economic buyer, single sales objectives …Part 3-critique the speaker’s presentation style and his/her effectiveness as a speaker….Part 4-three questions developed to ask the speakerPart 5 –reference passages from a newspaper article from either the New York Times and or Omaha World Herald relevant to the speaker’s industry, company, competitors…; include both a copy of the article and the link there is an examples for another speakers, so i hope its clear for youMKT 4000 speaker critique example – David Brown-1.docx Speaker Critique example fall 2015.docx Speaker rubric.xlsx
mkt_4000_speaker_critique__example___david_brown_1.docx
speaker_critique_example__fall_2015.docx
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This is an example for another speaker
JJ
October 8, 2013
Strategic Selling
MKT 4000-001
Speaker Critique David Brown
Part 1- Key Points
David Brown, President and CEO of the Greater Omaha Chamber of Commerce, gave an
exceptional presentation regarding his involvement with the Chamber of Commerce and how it
benefits our community here in Omaha. He divided his presentation into three parts which
included: how he got to his role at the Chamber of Commerce, what his role at the Commerce
consists of, and the various organizations involved with the Chamber of Commerce.
During high school, David Brown’s football coach sent out film to a variety of Ivy
League schools in order to give David the option of continuing his athletic and educational
careers post high school. At the school of David’s choice, Dartmouth, he enrolled in a class
regarding planning and growing communities. After thoroughly enjoying the class, David
realized that he had a true passion for the development of communities. Post college graduation,
he was able to land an entry level job that had to do with economic and financial development.
David Brown gained experience as he carried a number of jobs in different states where
he was involved with developing communities through an economic and financial standpoint.
Among many others, Indiana and South Carolina were two of the places where David got an
opportunity to build and develop a successfully involved community. After experiencing some
negative backlash in South Carolina, which included his house getting bombarded, David sent
his family away to be safe. He was not far behind them after he was presented with an
opportunity to move to Omaha, Nebraska.
During David’s last ten years in Omaha, he has worked for the Chamber of Commerce
which is 120 years old. Since Omaha is a business city, David has increased the budget in the
past few years in order to set higher goals for Omaha to prosper. A new budget of twenty million
dollars over a cycle of five years is now coming to an end. During that time, David Brown and
his coworkers were able to accomplish their goal of helping twenty-five new companies start up
and expand twenty-five existing companies. With a new year and budget, come new goals for the
Chamber. In order to keep developing economically, David Brown set a goal for his organization
to help start 150 new companies and expand 150 existing companies. David Brown also
discussed the importance of the Young Professionals Organization which I believe can be very
closely connected with the world of sales.
Part 2- Sales Principles
A lot can be learned regarding sales from David Brown’s presentation focusing on the
Chamber of Commerce. I think one important thing that David Brown touched on was the Young
Professionals Organization. Professor Peterson and Miller Heiman emphasize that a significant
part of the sales process is prospecting and qualifying clients. In order to do this, it is important
to be effective at networking. The Young Professionals Organization provides young
professionals with the opportunity to network with each other and have a voice in this
community.
The Miller Heiman Sales System explains that in order to create opportunities for sales,
an individual must prospect, target, scope, and qualify. Prospecting includes insights about
business challenges, organizational structure, relationships within the organization,
recommendations about discussion items, etc. Targeting involves working with colleagues in
order to agree on a target market or customer profile, gather information on customer needs and
wants, and align their message accordingly. Scoping enables the sales person to position their
expertise to shape a solution that will connect the client issues to the seller’s product. Finally,
qualifying saves time and money by keeping sales teams focused on productive leads.
All of those steps included in the sales process in order to create opportunities come
down to meeting the right people who fulfill a specific set of criteria in order to be customers. In
order to not waste time and resources, it is important to be connected with the right kinds of
people in sales. This can be done through networking which is an important attribute of the
Omaha Chamber of Commerce’s goals. The Chamber is involved with many organizations,
including the Young Professionals Organization, who gives business people, especially sales
individuals, opportunities to network with people who are part of other businesses and have a
specific need for a product or service. Networking and being involved in organizations
throughout the community is a significant part of the planning process in sales.
Part 3- Speaker Critique
David Brown was a very good speaker. He incorporated a lot of funny stories into his
speech which made it very interesting and easy to stay engaged. I thought he had a truly inspiring
story on how he got to where he is today in his career. I believe it gives us young professionals
hope that we can accomplish anything if we set our minds to it. After David Brown went into
detail regarding all of the current developments in Omaha, including Midtown Crossing,
downtown, Benson, Aksarben Village, etc., it made me take a step back and realize how much
Omaha truly is developing around the young professionals in our community.
David Brown is an extremely optimistic person, yet not unrealistic at all, who is
passionate about community development, specifically here in the Omaha community. I have
gained a lot of respect for him for that because it is inspiring to see any individual be truly
passionate about what they are pursuing. It motivates me to chase all of my dreams.
Part 4- Three Questions
1. If a young professional is thinking about starting a business, do you recommend they go to the
Chamber of Commerce to seek help? Or what kind of role do you think the Chamber plays in
that specific situation?
2. You have had so many experiences in community development in a number of places. Your
career has caused you to pick up and move multiple times. How important do you think being
willing to embrace change and risk is in the business world? I have always wanted to stay in
Nebraska and have never even thought about leaving. Do you think that will inhibit me in my
future career endeavors?
3. You have worked in a lot of different places with a variety of organizations and chambers,
including the Omaha Chamber of Commerce and Youth Professionals Organization. Among all
of them, what would you consider your biggest accomplishment, success, and/or project?
This is an example for another speaker
Speaker Critique –
Professional Selling – MKT
May 4, 2015
Since 1862, Union Pacific has continually chugged along the tracks of success, making it a $22
billion company to date. One of contributing reasons for its success is its employees, like Senior
Assistant Vice President of Marketing and Sales Operation, Tom Gehl. He has worked for Union
Pacific since 1979 and has spent the last ten years in an executive support rule. Tom’s education
background is in education, psychology, and logistics. He has worked his way up through the
company. When Tom is not working in the intermodal sector, he takes time out of his hectic
schedule to talk to university classes, like Professor Peterson’s professional selling course. The
following report will summarize his presentation, discuss his key points relating to professional selling,
analyze his presentation style, and provide three questions for Dave Harvey to answer.
To begin, Tom described the successful interworking of Union Pacific. He described it as a
diversity of experiences ranging from intermodal, agricultural production, automotive,
chemicals, coal, and industry products. There are so many sections because it is important to
build a background in a diverse set of circumstances. He then provided some fast facts about the
company. The company’s train tracks route is 32,000 miles spanning across 23 states. Union
Pacific has 8000 locomotives. The organization has 47,000 employees and has an annual payroll
of $4.6 billion. It is easy to see why this company continues to grow.
After describing the company’s makeup, Tom provided insight on Union Pacific’s economic
outlook. Tom and the other employees are constantly tracking the economy. The company plans
to reinvest its 2015 capital back into the company. This is critical to the company’s long-term
success. The 2015 capital plan includes investing 43% into infrastructure, 25% into locomotives,
5% technology, 11% into positive train control, and 16% into capacity and commercial facilities.
By reinvesting back into the company, Union Pacific is able to continue to keep the title as
Fortune’s most admiral companies in the world.
Another point of Tom’s presentation was what a marketing and sales career looks like at Union
Pacific. In marketing, a person would participate in strategy planning and product development.
The company’s marketers work on demand forecasting and try to maximize the organization’s
yield. Similar to marketing, is the sales field at Union Pacific. Tom told the class that a sales
career includes developing the business, and increasing and maintaining customer satisfaction. In
addition, a salesperson must focus on customer negotiations and customer interface. Both the
marketers and salespeople work together to make a profound customer experience and improve
asset management. After summarizing Tom Gehl’s presentation, it is vital to connect his
presentation to Professor Peterson’s class.
One of Tom’s points that related to Professor Peterson’s class was the importance of identifying
the customer’s needs and drivers. Professor Peterson and the textbook teach the vitality of
knowing who the customer is by knowing their needs and providing solutions to them. Tom Gehl
emphasized this by saying that a salesperson needs to know the players. Sales are about
relationship management – it is people selling to people. In each part of the sales cycle, the
salesperson needs to be organization, personal, and professional from the pre-approach to the
closing. Part of the relationship management is patience. Tom and Professor Peterson both say
that sales are a continual cycle that does not end with a purchase. Salespeople need to confirm
that the needs are met, and if not, make adjustments. This is all part of consultative selling.
Both Tom and Professor Peterson discuss the vital idea of being ethical. Salespeople need to be
honest and integrity to build trust with stakeholders and clients. Tom Gehl stressed the
importance of finding a company that matches up with one’s moral compass. Professor Peterson
constantly tells the class that working with an unethical company can ruin a salesperson career.
She also states that people need to be ethical by following through on what they promise in
addition to working for an ethical organization.
Now that the connections have been made between the class and Tom’s speech, it is critical to
critique Tom Gehl’s presentation. First, Tom’s visual aids were effective for displaying Tom’s
main points. The PowerPoint was simple and clean. Tom had great eye contact and hand
gestures. He had a positive tone and good pace when speaking. Tom is a great public speaker;
however, there are a few areas to improve. One of these areas is Tom’s volume. At times he was
too quiet, which made it hard to hear. In addition, Tom used quite a few vocal fillers throughout
his presentation like “uhm” and “guess what”. These can take away from his presentation.
Before Tom’s presentation, three questions were developed to ask him. The three questions are:
1. What customer strategies does Union Pacific employ to manage customers and prospects?
2. With the continual rise of social media, how does UP utilize this trend?
3. What makes Union Pacific stand out against its competitors?
In conclusion, Tom Gehl’s presentation provided great knowledge about what it means to work
at a successful company, like Union Pacific. After summarizing his main points, making
comparisons to the Professional Selling class, critiquing his presentation, and providing three
questions, one can have a better understanding of the sales field. Union Pacific continues to
strive along the tracks of triumph, especially when the company has people like Tom Gehl on
their team.
Speaker Rubric
Professor Pamela Peterson
rubric
# of
points
Points Earned
Guest Speaker Critique
Unacceptable
Acceptable
Sections
Part 1-Summary of presentation-key
topics discussed
Part 2-cite and discuss examples the
speaker used to address the key
learnings of the course
Part 3-discuss how effective speaker
was in presenting/ communicating
topic
Part 4-three questions
Part 5-New York Times
Sentence Structure: Style/ Syntax/
Diction/ Punctuation and Spelling
Unity/Organization: Development of
Ideas
Turned in on time
Professor Pamela Peterson
Unacceptable
10
10
5
5
5
7
8
Yes
□
No
□
Total =
50
Acceptable
Sections
Part 1-Summary of presentation-key
topics discussed
Part 2-cite and discuss examples the
speaker used to address the key
learnings of the course
Part 3-discuss how effective speaker
was in presenting/ communicating
topic
Part 4-three questions
Part 5-New York Times
Sentence Structure: Style/ Syntax/
Diction/ Punctuation and Spelling
Unity/Organization: Development of
Ideas
Turned in on time
# of
points
Points Earned
Guest Speaker Critique
Exemplary
rubric
Exemplary
10
10
5
5
5
7
8
Yes
□
No
□
Total =
50
…
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