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The Case for Quality: Taking it to Management

Format Virtual

This course teaches you to effectively communicate the tools and benefits of quality to upper-level management. You will understand the major areas of interest for top managers so you can effectively sell your ideas and proposed projects. This enhances your career growth opportunities.

Focus on forming strong relationships with upper management, learning how to communicate the expected benefits resulting from a quality initiative and how to sell in a strategic, consultative manner. Gain comfort around top management and communicate effectively with them. As an outside consultant, you’ll gain better business development and more effective management of projects. As an employee, you’ll be better able to sell your ideas and proposed projects, and enhance your career growth into positions of greater authority. Segments focus on strategic selling, complex sales, organizational resistance, and client relationship management.

This product is a live WebEx instructor led session. If you prefer our classroom version, please go here to view available classroom sessions.

Course Data

  • CEU Hours: 0.7
  • Length: 7 Hours
  • ASQ RU: 0.7
  • Provider: WebEx Training
Course Overview

Learning Objectives:

  • Understand the major areas of interest and concern of top managers, including time pressures, financial responsibilities, and common decision-making styles.
  • Frame ideas in a manner that will pique managers’ interests using “business case” methodology.
  • Use the language of managers with greater comfort, confidence, and poise.
  • Avoid common pitfalls and stereotypes in communicating quality issues.
  • Use specific tools to gauge and manage office politics to build effective coalitions among managers.

Who Should Attend:

Quality consultants and professionals in a cross-market arena who need strategic selling skills within their organizations to gain project buy-in should attend this training.
  1. How executives think (lecture and open dialog)
    1. Results of ASQ surveys of executives from the Economic Case for Quality
    2. The role and focus of the executive
    3. Communication styles of executives
    4. The language of management
  2. Principles of consultative selling
    1. Mental models and sales: used car salesman vs. physicians
    2. Healthy approaches to consultative sales
    3. Other principles
  3. Building the business case
    1. Establishing value
    2. Focus on the outcomes, not the process
    3. Taking away the solution: what if we DIDN’T do this?
  4. Breakout exercise: Building Business Cases
    1. Small team exercises build on written scenarios
    2. Teams debrief and audience critiques
    3. Leader facilitates lessons learned
  5. Breakout exercise: Applying the stages of change
    1. Small team or individual exercises build on written scenarios
    2. Teams debrief and audience critiques
    3. Leader facilitates lessons learned
  6. Learning comfort around top management
    1. Exercise: What causes discomfort?
    2. Tools: If/Then dialog, active learning, practice, the use of outsiders, the value of discomfort
  7. Office politics
    1. Who counts?
    2. How to measure your support and your opposition
    3. Multi-level sales: building an effective coalition
  8. Closing the deal
    1. Why you MUST close
    2. Handling objections
    3. Giving a choice of “yeses”
    4. When to turn down work
  9. Handling rejection
    1. Exercise: What’s the worst that could happen?
    2. Don’t take it personally (the executive surely doesn’t)
    3. Open discussion: How to deal with disappointment
    4. If/Then statements
  10. Role play: Selling your idea
    1. Structured role plays around written scenarios
    2. Audience critiques the “sales meeting”
    3. Debrief on lessons learned
    4. Preparation for meetings
  11. Closing
    1. Facilitated review
    2. Exercise: Best practices from today’s session
    3. Exercise: What will I do differently?


Attendees will receive a PDF copy of the course content upon logging into the live session. After the course, attendees will receive an electronic copy of the book: Making Change Work: Practical Tools for Overcoming Human Resistance to Change by Brien Palmer (E1202).

System Requirements
Here is what you need to participate in an ASQ web-based, self-paced, or instructor-led virtual WebEx course.

Registration Email

After course registration, you will receive an email with access instructions. If you do not, please check your email junk, spam, or clutter folders. If the email is not there, please contact ASQ. For virtual WebEx courses, you will receive another email 24 hours prior to the start of class containing additional access information.

Technical Requirements

  • Computer – PC or Macintosh
  • High-speed internet connection
  • Adobe Flash Player 10.3 or later
  • Windows: Internet Explorer 8 or later, Google Chrome (latest version), Firefox (latest version)
  • Mac: Safari 7 or later, Google Chrome (latest version), Firefox (latest version)
  • For instructor-led virtual WebEx courses, a speakerphone or telephone headset in a designated room or space with no distractions (preferred)

NOTE: Refer to product description for any additional system requirements.

WebEx – Virtual Course: Advance Preparation and Student Information

Join a Test Session

We strongly suggest that you join a WebEx test session in advance of your scheduled virtual training, using your preferred web browser. This can help prevent problems launching content the day your training begins.

If you do not have administrative privileges on the SAME computer you will be using the day of your training (i.e., your workstation within your organization) you may need the assistance of your local IT/IS help desk staff for the platform to engage correctly.

To join a test session (meeting), click here and enter your name and email address to join. If successful, you will see a screen that says "Congratulations! Your system is now set up properly ..."

Deactivate Pop-up Blockers

You should deactivate any pop-up blockers, spam filters, and company firewalls that could prevent the WebEx client platform or web-based course from working properly. Third-party toolbars such as Bing, Yahoo, and Google should also be disabled due to their own pop-up blocking capabilities.

Cancellation Policy
ASQ reserves the right to cancel or re-schedule courses and to change instructors. Please be advised that in the event of a course cancellation, ASQ is not responsible for airfare penalties or other travel related expenses you may incur.
  • If you need to cancel, we will refund your paid registration fee as noted below.
    • Requests for cancellations/transfers received at least 5 business days before the start of the course receive a full refund/transfer.
    • Requests received within 5 business days of the course starting incur a $150 processing fee.
    • After the course starts, there are no refunds or transfers.
    • Registrants who fail to attend without advance notice are liable for the entire course fee.
    • If you cannot find a substitute, we can transfer your course fees to another ASQ course of your choice.
  • You must successfully complete the entire course or program before IACET CEUs and a Certificate of Completion can be awarded.

Enrollment Details

Format: Classroom
Format: Virtual

An Internet-based, instructor led course utilizing web and teleconferencing technologies to allow students to interact without traveling.  Virtual courses offer interaction with instructor and students via phone and Internet capabilities. Students have access to interaction both with the instructor and other students in an Internet-based learning environment (white board, Q&A tools, application sharing, and breakout rooms).  Virtual courses are classroom-like experiences offered using the latest Internet tools.

No Offerings Scheduled English List: $599 Member: $499



ASQ’s customized on-site training programs are the cost-effective way for you to train employees on your schedule. Training on-site minimizes the cost-per-student, reduces travel expenses, and ensures that the content is specific to your exact needs.

5 Benefits of On-Site Training

  1. Expertise to your location: Saves time and travel expenses
  2. Convenient scheduling: Train groups of five or more
  3. Customizable courses: Training tailored to your groups’ needs
  4. Immediate results: Employees complete courses ready to apply what they’ve learned
  5. Value-add support: Instructors available to answer questions after session