Questions About Regional Account Management

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timer Asked: May 10th, 2018
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Question Description

Please answer each chapter's questions according to the TABLE I HAVE ATTACHED.

The question is in the word document, and the table is in the PDF.

At least four pages.

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RAM METRICS—SELLING TODAY 13E REGIONAL ACCOUNTS MANAGEMENTS CASE STUDY NEWNET SYSTEMS ACCOUNTS MANAGEMENT Name “Instructors Key” Regional Accounts Manager, NEWNET SYSTEMS Date Account Name/ Dollar Comm. Sales Process Likeli- Forecasted Commission Close Contact Name Sales Amt Style Stage hood Sales (10% Forecas 1/31 Able Technologies/ Bradley J. Able 1/31 Aeroflot Airlines/ John Poltava 11/30 Bryan Enterprises/ Bill Bryan 6/30 Computer Products/ Joanna Barkley 2/28 Computerized Labs/ Sam Pearlman 0/00 Designer Associates/ D Simon Sayers 1/31 Ellis Enterprises/ Timothy P. Ellis 6/30 Engineering Software/ Ian Cortez 2/28 General Contractors/ Brian Allan 1/31 International Studios/ Robert G. Kelly 12/31 Johnson and Assoc/ Ralph Johnson 6/30 Lakeside Clinics/ Dr. Jeff Gray 12/30 Landers Engineering/ Colleen Landers 1/31 Media Conglomerate/ Joe Romero 3/30 Mercy Hospital / Kerri Mathers 8/31 Modern Designs/ Cheryl Castro 12/31 Murray D’Zines/ Karen Murray 11/17 Piccadilly Studio/ Judith Albright 2/28 Quality Builders/ Sherry Britton 1/31 Southern Motors/ Dwayne Ortega 250,000 Supportive Needs.Analysis 70% 175,000 17,500 75,000 Emotive Qualified 80% 60,000 6,000 75,000 Emotive Qualified 99% 74,250 7,425 50,000 Director Qualified 30% 15,000 1,500 75,000 Reflective Presentation 60 45,000 4,500 none Supportive 175,000 Reflective Qualified 90 157,000 15,700 75,000 Supportive Qualified 30 22,500 2,250 100,000 Director Qualified 90 90,000 9,000 25,000 Supportive Needs.Analysis 80 20,000 2,000 125,000 Director Qualified 123,750 12,375 25,000 Director Needs Analysis 20 5,000 500 25,000 Emotive Qualified 80 20,000 2,000 100,000 Emotive Qualified 60 60,000 6,000 250,000 Directive Qualified 40 100,000 10,000 200,000 Reflective Qualified 50 100,000 10,000 20,000 Directive Order 100 20,000 2,000 60,000 Emotive Order 100 60,000 6,000 25,000 Supportive Qualified 70 17,000 1,700 125,000 Supportive Needs Analysis 90 112,500 11,250 99 3 Copyright © 2015 Pearson Education, Inc. Chapter 11 Chapter 12 Chapter 13 Chapter 14 ...
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Tutor Answer

masterjoe
School: University of Maryland

Thank you for working with me

Running head: REGIONAL ACCOUNT MANAGEMENT

Regional Account Management
Name:
Institution:

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REGIONAL ACCOUNT MANAGEMENT

Questions
Chapter 11
11.14 For you meeting with Casey, using the table you prepared in the last chapter, add another
column titled `Sales Process Stages’ as indicated below. Review the metrics on you 20 accounts
and indicate the last stage of the sales process each account has gone through. This information
will be used as you prepare your future calls.
NewNet Systems Account Management
Name

Regional Accounts Manager, NEWNET SYSTEMS

Date

Account Name/

Dollar

Comm.

Sales Process

Close

Contact Name

Sales Amt.

Style

Stage

1/31

Able Technologies/

250,000

Supportive

Needs. Analysis

75,000

Emotive

Qualified

75,000

Emotive

Bradley J. Able
1/31

Aeroflot Airlines/
John Poltava

11/30

Bryan Enterprises/

Qualified

Bill Bryan
6/30

Computer Products/

50,000

Director

75,000

Reflective

none

Supportive

Qualified

Joanna Barkley
2/28

Computerized Labs/

Presentation

Sam Pearlman
0/00

Designer Associates/
D Simon Sayers

1/31

Ellis Enterprises/

175,000

Reflective

Qualified

75,000

Supportive

Qualified

Director

Qualified

Timothy P. Ellis
6/30

Engineering Software/
Ian Cortez

2/28

General Contractors/

100,000

Brian Allan
1/31

International Studios/

25,000

Supportive

Needs. Analysis

3

REGIONAL ACCOUNT MANAGEMENT

Robert G. Kelly
12/31

Johnson and Assoc/

125,000

Director

25,000

Director

25,000

Emotive

Qualified

Ralph Johnson
6/30

Lakeside Clinics/

Needs Analysis

Dr. Jeff Gray
12/30

Landers Engineering/

Qualified

Colleen Landers
1/31

Media Conglomerate/

100,000

Emotive

Qualified

Directive

Qualified

Reflective

Qualified

Joe Romero
3/30

Mercy Hospital /

250,000

Kerri Mathers
8/31

Modern Designs/

200,000

Cheryl Castro
12/31 Murray D’Zines/

20,000

Directive

Order

60,000

Emotive

Order

25,000

Supportive

125,000

Supportive

Karen Murray
11/17 Piccadilly Studio/
Judith Albright
2/28

Quality Builders/

Qualified

Sherry Britton
1/31

Southern Motors/

Needs Analysis

Dwayne Ortega

11.15 Which four accounts already have had a need analysis? Able Technologies, International
Studios, Lakeside Clinics, and Southern Motors. Which two accounts are scheduled for a need
analysis? Quality Builders and Engineering Software. When do you need to enter them on your
calendar? The appropriate time to enter these two accounts on one’s calendar is the period after
concluding comprehensive beta tests. It will allow an organization to make adequate adjustments
and any other relevant changes.
11.16 Reviewing the notes and the likelihood of buying, which six accounts are likely to buy but
have not yet had a need analysis? The six accounts that are likely to buy but have not yet had a
need analysis are; Quality Builders, Mercy Hospital, Johnson & Assoc., Engineering Software,
Computer Products, and General Contractors.

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REGIONAL ACCOUNT MANAGEMENT

11.17 Which two accounts have a need analysis and now need a product solution configured?
Able Solutions and Southern Motors. What two accounts appear to want to buy but have not yet
had any need analysis, or product configurations? Mercy Hospital and Modern Designs. What
threats does this pose? Failure to conduct need analysis or product configurations may make it
difficult for an individual to persuade and convince a customer.
11.18 Reviewing the Network Now Entry, which three accounts do not now have a network, but
appear to be ready for moving the sales process to the next stage, and what will be your next
stage? Currently Computer Products, General Contractors, and Jo...

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Anonymous
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