As a newly-appointed Director at Universal Motors, a major motor manufacturer, the Participant faces an appeal for support from a senior member of staff, relating to a research project that the previous incumbent had not supported. The issue that is reflected by the research has strategic significance for the future of the company.
Competencies: Persuasive Oral Communication
The Participant assumes the role of Operations Director in Pharmcare Technology, a large pharmaceutical company. They are asked to make a recommendation as to whether or not a division of the Company should be closed down. This exercise reflects the sort of strategic decisions that often need to be taken at an Executive level.
The Participant assumes the role of a recently appointed Management Trainee at a Medical Research Foundation. The Kipling Foundation. They have been asked to investigate a particular situation. The situation poses the dilemma of whether or not to continue running a crèche facility at one of the Company’s regional offices. There are a number of significant factors that need to be investigated in order for the Participant to be able to make a considered recommendation.
The Participant assumes the role of a recently appointed Sales Manager of Socrates Systems, a medium-sized software company specialising in Financial Accounting packages. The Participant is asked to investigate a situation in which a customer has requested that a Sales Executive should be dismissed. There are a number of pertinent facts to be unearthed and the Participant is required to make a decision based on the information they have gathered.
The Participant, in the role of a General Manager of the AL-Harj Project, is asked to make a decision about a prospective repatriation of a Senior Expatriate Manager. Although this looks a relatively straightforward decision, there are much wider issues to be discovered in relation to the commercial risks of a joint venture.
The Participant assumes the role of a Business Start-Up Advisor working for the Business Advice Centre (BAC). The BAC’s purpose is to provide assistance and advice to customers who are planning to start, or have already started, their own business. Armed with an information pack and a pre-appointment summary sheet, the Participant must meet with a customer who is interested in starting their own catering business. During the appointment, the Participant should gather as much information about the customer’s business as they can, provide advice where appropriate, and make referrals where required to specialist departments within the BAC. The appointment can take place either face-to-face or over the telephone.
The Participant assumes the role of a newly appointed Public Relations (PR) Account Manager at Lewis & Cohen and is asked to meet with a client in the white goods sector to discuss spend on the clients products over the coming year. They have a target for securing business, but the client has their own budget constraints and their own ideas about what PR policy should be pursued, so negotiation is needed. There is also the opportunity to build a good working relationship for the future. The Participant does not require any prior knowledge of PR to complete this exercise.
The Participant takes on the role of a Sales Representative for Aquasoft, a supplier of water purifiers and softeners, which are usually sold directly to the public. During this exercise the Participant has to make a sales call to a prospective customer and is expected to close a sale. The Participant is supplied with an adequate amount of product information, associated costs and main selling points. No specific technical knowledge is necessary for this exercise.
The Participant assumes the role of Business Development Manager for Conquest Executive Concierge Services. This is a relatively new company and the Participant’s role is to establish and cultivate relationships with clients. Conquests services were recently trialled by a global marketing company, Market-Global. Whilst the trial was largely successful, there are some concerns that need to be addressed before Market-Global will agree to a wider arrangement for the use of Conquests services. The Participants task is to meet with the Finance Director for Market-Global to discuss the effectiveness of the trial, rebuild a positive relationship with the client, explore Market-Globals broader requirements and opportunities for Conquest to offer greater support, and to gain some commitment on taking forward the wider arrangement.
The Participant assumes the role of a newly appointed Key Account Manager for the confectionery supplier Cammons. The Participant is required to meet with the Assistant Merchandising & Display Manager for a large general merchandise retailer, Gerry Sturges, who is also new to the role. The Participants aims are to: build an effective working relationship with Gerry Sturges, and to establish a working relationship which is mutually beneficial. They are also tasked to secure agreement from Gerry on a number of commercial objectives. A basic understanding of commercial measures, eg market shares, is required.
