Territory Analysis

Territory Wide Evaluation

Territory Evaluation

• Talk to existing business and find what is going well: Calculus, Physics
• Talk to non-existing or decreasing business and find out why there are decreases : Chemisty, Health & Kineseology, Precalculus, Anatomy & Physiology, General Math
• Find professors currently using our products and see if they would switch their other classes or if they know of any colleagues interested in re-evaluating their course materials

Single Account Evaluation

• Most likely is a 4 year school, based off the numbers, adding up to a large sum of business
• Talk to existing business and find what is going well and what they enjoy about Pearson's products: Health & Kinesiology
• Talk to non-existing or decreasing business and find out why there are decreases : Precalculus, Chemistry, Physics, and all business classes
• Management, Finance, Econ, and Accounting all have very low numbers for a standard 4 year school
• Are there any math classes available lower than Precalculus at this school?
• Why is there a downward trend across the board? Has there been a switch to inclusive access leading to a price drop?

Single Course Evaluation

• Down $73,000 for this account, what is causing this?
• Returns are up 10%
• Print books lost 53,000 (35%) and subscriptions to ebooks lost 21,000 (10%)
• To prevent this loss of revenue: ensure there is inclusive access at this school, promote moving more courses to ebooks/subscriptions so there are less returns
• Although the percentage of subscriptions to non-subscriptions is up, the overall numbers on the current account are down, this needs to be addressed

Questions for Next Steps based on Department Chair:

Department Chair Evaluation

• Who are the 4 people on the committee?
• What is the timeline on this decision?
• Why are they changing/ re-evaluating their current book?
• Who most commonly teaches this course?
• What are the professor's priorities when choosing new material?
• More technology?
• More student engagement?
• Are there any changes in the course being made due to student learning trends?

Next Steps and Questions Involving Committe Members

Committee Evaluation

• Learn what the course is currently using
• Which text and platform? Ebook? Learning aides?
• Build relationships, learn personalities, and understand the committee members' relationships by asking open-ended questions
• Who is the most influential on the committee? Do other committee members listen and respond well to one another,

ex: Professor Caslin? Ask Prof Caslin for more information on the other members since he is willing to be more helpful

• Does Professor Hagey control the vote/is he important in this decision?
• If unable to pin down through appointment or by email:
• finding out when his class is and waiting outside the door and walking down the hall to get a better understanding
• finding a syllabus and learn about the course
• talking to students or campus ambassadors (if on this campus) about homework, office hour help, teaching style, etc. to help identify painpoints Prof Hagey might even be unaware of