Regional Account Management Case Study

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km0320

Business Finance

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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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