MKTG
425 Project Week 4 Pat 1 and Week 7 part 2
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Guidelines and Questions for Part 1 Due Week 4
Professional account
managers (a.k.a. professional sales representatives) are often given accounts
that have been previously managed by others. This occurs for reasons such as a
colleague leaving the firm, promotion to a management position, territory
realignments, and even a miss-match of communication styles between the buyer
and the original sales representative. The first part of our project involves
territory realignment for NewNet Systems, a Value-Added Reseller that provides
B2B network products and services.
To begin, read the
company details in Appendix 2 of your textbook. Following are the sections you
should read carefully.
·
Introduction to Multiple Account Management Selling
·
Introduction to Your New Employer – NewNet Systems
·
Introduction to Your New Account Management Position
·
Introduction to Your NewNet Systems Account Reports (Contact
Screenshots from the CRM Program)
After reviewing and
understanding the scenario of your new position at NewNet Systems, go to
Chapter 9 in your textbook. At the end of the chapter, you will find the
details specific to this part of the Course Project. Read the Chapter 9
details, titled Developing and Qualifying the Account Database carefully.
Assignment Questions
1. Use the 20 new
account CRM Contact Screenshots found in Appendix 2 to complete the metrics
report (table) for your meeting with your manager Casey. The report should
contain the following headings.
·
Anticipated Close Date
·
Account Name
·
Contact Name
·
Communication Style
·
Stage of the Selling Process
·
Anticipated Dollar Amount
·
Likelihood to Close
·
Forecast Sales (Anticipated Dollar Amount X Likelihood to Close)
Using your metric
report and the details in each case notes section, prepare a written report for
Casey regarding your analysis of the accounts.
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