Casey Arnold has hired you as a regional account manager to sell for NewNet beginning December 1. Casey has given you the customer files of Lee Bizon, the former account manager who has just been promoted to another NewNet territory. Lee projected the possibility of over

$1.8 million in sales for your new territory, with the actual forecast reduced by the likelihood of closing each account. Your responsibilities include carefully studying the Contact Screens and analyzing where each customer is in the NewNet sales/buying process. The steps include Qualifying, Needs Analysis, Presenting, Demonstrating; Negotiating; Closing; and Servicing the Sale. Lee has indicated the last step each of your accounts has completed in the sales process.

Additional information to analyze on each contact screen includes projected date to close, likelihood of closing, size of forecasted sale—in addition to other contact information presented.

The Notes Screens includes notes Lee prepared after making a sales call. You should analyze this information carefully and become very familiar with it. In this process, you will discover you are working with large purchases significantly impacting your customer’s business. Lee has worked with teams of high-level personnel on the customer/buying side of the sale as well as sales support team members from NewNet. In the Notes Screens, you will learn about the outstanding technical sales support team members you will have working with you on the technical side of your work with your accounts.

Your clients have been notified that Lee is leaving and a new regional account manager, you, will be contacting them. The following exercises in this chapter and at the end of Chapters 10–15 simulate this important activity by requesting that you extract, from an existing database, the information needed to take effective strategic sales action. You will find a printout of all your accounts in Appendix 2. Casey has asked you to review the status of your 20 accounts including where they are in the sales cycle, and what is the next strategic action you will have to take to move the sale process forward and close the forecasted sales.

You are to meet with Casey next Monday and to be prepared to answer the following questions. The questions below relate to the account development concepts presented in this chapter. Additional questions will appear at the end of the next five chapters. They will relate to the selling and account management concepts presented in each of those chapters. The questions in this Regional Account Management Case Study relate to successfully moving your accounts through the stages in the sales process. Answering these questions all relate to the sales process, and do not require you to have technical networking product knowledge. Your technical sales support team members, Camila, Joe, and Charlene, will be working on the technical side of the sales process. It will be your responsibility to bring them into the sales process at the appropriate time to meet and exceed the needs of your accounts.

Questions

1 Using the following headings, prepare a regional account metrics report for your meeting on the current status of your 20 new accounts found in an appendix. Keep a copy for future reference.

2 Which contact can you ignore immediately for making a potential purchase?
3 Referring only to the date close category in the contact screens, which four accounts would you contact immediately?
4 Referring only to the dollar amount of sales forecasted category in the contact screens, which four accounts would you call first? Does the likelihood of closing percentage category have any influence on decisions concerning which accounts to call first? Why?
Total the dollar amount of sales for each account and record the total projected sales.
5 According to information in the notes screens, which account development method did Lee Bizon appear to use the most? Give examples.
6 Identify any accounts where there may be ethical or legal issues to be considered.
Describe what these issues may be.

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Newnet Systems Account Management Account Dollar Regional Accounts Manager, NEWNET SYSTEMS Name Date Name Close Contact Sales Name Amt.