Tracy is an product representative for Henderson enterprises, an medium-size manufacturer of dorm room furniture. Tracy...
Fantastic news! We've Found the answer you've been seeking!
Question:
Transcribed Image Text:
Tracy is an product representative for Henderson enterprises, an medium-size manufacturer of dorm room furniture. Tracy has been assigned to cover small size North Carolina universities. She has called on Johnson C. Smith University for the past 3 months in an attempt to upgrade the institution's dorms after hearing of the recent large funding to the university. Tracy has connected with the facilities manager but has yet to secure an in-person meeting with the decision-making team. As Tracy's supervisor, your role is to support your team to meet the company's $20 million revenue goal, of which Tracy's territory makes up $5 million. Johnson C. Smith is critical to Tracy meeting her goal as well as your team goal. Questions 1. What detailed sales strategy would you advise that Tracy use to secure a larger meeting with the university? 2. If Tracy cannot secure the JCSU dorm refresh deal before Dec. 31st, how will you address the company's executive board when asked about the team's shortcoming? 3. What could have been done early in the prospecting process to expedite the deal or recover and re-direct efforts to meet the territory and team revenue goal? Tracy is an product representative for Henderson enterprises, an medium-size manufacturer of dorm room furniture. Tracy has been assigned to cover small size North Carolina universities. She has called on Johnson C. Smith University for the past 3 months in an attempt to upgrade the institution's dorms after hearing of the recent large funding to the university. Tracy has connected with the facilities manager but has yet to secure an in-person meeting with the decision-making team. As Tracy's supervisor, your role is to support your team to meet the company's $20 million revenue goal, of which Tracy's territory makes up $5 million. Johnson C. Smith is critical to Tracy meeting her goal as well as your team goal. Questions 1. What detailed sales strategy would you advise that Tracy use to secure a larger meeting with the university? 2. If Tracy cannot secure the JCSU dorm refresh deal before Dec. 31st, how will you address the company's executive board when asked about the team's shortcoming? 3. What could have been done early in the prospecting process to expedite the deal or recover and re-direct efforts to meet the territory and team revenue goal?
Expert Answer:
Answer rating: 100% (QA)
1 ANSWER Tracy should continue to reach out to the facilities manager and other key decisionmakers a... View the full answer
Related Book For
Posted Date:
Students also viewed these general management questions
-
Planning is one of the most important management functions in any business. A front office managers first step in planning should involve determine the departments goals. Planning also includes...
-
The Crazy Eddie fraud may appear smaller and gentler than the massive billion-dollar frauds exposed in recent times, such as Bernie Madoffs Ponzi scheme, frauds in the subprime mortgage market, the...
-
Managing Scope Changes Case Study Scope changes on a project can occur regardless of how well the project is planned or executed. Scope changes can be the result of something that was omitted during...
-
Find the deflection y(x) of a cantilever beam embedded at its left end and free at its right end when the load is as given in Example 10.
-
Richardson hired J. C. Flood Company, a plumbing contractor, to correct a stoppage in the sewer line of her house. The plumbing companys snake device, used to clear the line leading to the main...
-
Hydraulic power actuators were used to drive the dinosaurs of the movie Jurassic Park [20]. The motions of the large monsters required high-power actuators requiring 1200 watts. One specific limb...
-
Interpret favorable variance (Learning Objective 5) Exhibit 10-20 shows that the Mexican sauces product line had a favorable marketing expense variance. Does this favorable variance necessarily mean...
-
Refer to your results from S23-6 and S23-7. Requirements 1. For each variance, who in Johnsons organization is most likely responsible? 2. Interpret the direct materials and direct labor variances...
-
Find the domains of the functions defined by the formulas. Please help with all 3. Thank you so much! (b ) 4-12 -y2 1 (c) In(a2 - 1) + In(y2 -1) d) V(22 -1)(4-32)
-
Griffin Companys inventory records for its retail division show the following at December 31: At December 31, 11 of these units are on hand. Journalize the following for Griffin Company under the...
-
Hello, given the above question could you check my work, I gotthis : Design context-free grammars for the following languages: The set \[ \left\{a^{i} b^{j} c^{k} \mid i eq j \text { or } j eq k...
-
9. Consider the following precedence relations between processes: .PO do S1 before P1, P3 and P6 P3 do S3 before P5 P6 do S6 before P5 PO after P2 and P4 where Pi before Pj means that the execution...
-
Find the following limit or state that it does not exist. Assume k is a fixed nonzero real number. w +12kw + 11k lim w-k 2 w W + kw Evaluate the limit, if possible. Select the correct choice below...
-
15. 16. What is the final product (major) 'A' in the given reaction? CH3 OH CH CH3 HCI + 'A' (major product) CH3 CH3 Cl CH (B) CH3 CH2-CH3 (A) CH3 CH (C) shiks CH=CH2 (D) Which of the following...
-
(PO2, CO2, C4) a) Despite the main reaction in the partial oxidation of propylene (C3H6) to give acrylic acid (C3H4O2), there are two other competing reactions as shown below. These reactions are...
-
6- Consider the following set of processes, along with their burst times and arrival times: Process P1 P2 P3 P4 P5 Total CPU Time Arrival Time 1 2 3 4 1 0 3 5 10 9 a. Complete the following Gantt...
-
4 Use Stokes Law to calculate the terminal velocity of an apple released beneath the surface in a tank of water Assume the water has a temperature of 20 C and that the apple is a sphere The sphere...
-
The Place-Plus real estate development firm in Problem 24 is dissatisfied with the economists estimate of the probabilities of future interest rate movement, so it is considering having a financial...
-
Samuel Company is a retail grocery store chain of moderate size. The company was incorporated 15 years ago with a public offering of its stock. At that time, the company operated primarily in the...
-
Overhead costs in Logan Company totaled $8,100,000 last year, and Product RK used 600 direct labor hours out of the company's total of 50,000 direct labor hours used. All overhead costs are...
-
Some executives believe that it is extremely important to manage "by the numbers". This form of management requires that all employees with departmental or divisional responsibilities spend time...
-
Transaction Analysis Amanda Weisman opened a home health care business under the name Home Care Inc. During its first month of operations, the business had the following transactions: a. Issued...
-
Transaction Analysis and Business Activities OBJECTIVE 3 The accountant for Huron Corporation has collected the following information: a. Huron purchased a tract of land from Jacobsen Real Estate for...
-
Transaction Analysis} During December, Cynthiana Refrigeration Service engaged in the following transactions: a. On December 3, Cynthiana sold a one-year service contract to Cub Foods for \(\$ 12 ;...
![Mobile App Logo](https://dsd5zvtm8ll6.cloudfront.net/includes/images/mobile/finalLogo.png)
Study smarter with the SolutionInn App