Casey Arnold, your sales manager at NewNet Systems, has notified Lee Bizon’s former accounts by letter that you will be calling on them soon. She wants to meet with you tomorrow to discuss your preapproach to your new accounts.

Questions 1 As a part of your preapproach preparation for your meeting, you would like to have information on the communication styles of each of your accounts. Using the table you prepared for Chapter 9, add a column as noted below and list the communication style of each of your customers.

2 Casey wants you to call on Robert Kelly. Describe what your call objectives would be with Mr. Kelly. Describe how you will strategically use Mr. Kelly’s communication style in your approach.
3 Your call on Aeroflot Airlines involves both team selling and selling to a buying committee. Who are the members of the Aeroflot buying committee and what kind of preapproach planning will be needed? Who will you be teaming with from NewNet and what kind of preapproach planning will be needed?
4 Reviewing the social contact information in this chapter, what topics might be appropriate when meeting with Dwayne Ortega, Robert Kelly, Bradley Able, Sherry Britton, and Karen Murray?
5 In analyzing Lee Bizon’s notes, each of the four communications styles is represented.
If you haven’t done so, Casey would like you to complete the online Communication Style assessment presented in Chapter 5 (your instructor can find this on www.pearson .com, under Additional Resources for Selling Today 15e, and share it with you) and assess your preferred and secondary styles. With this information, summarize how you will use the platinum rule described in Chapter 5 to flex your style to work collaboratively with the four styles exemplified by your new contacts.
6 Casey has given you a reprint of a new article about using networks for warehouse applications. Which of your accounts might have a strong interest in this kind of article?
How would you use this article to make an approach to that account?
7 It is not uncommon for new account managers to experience some call reluctance when taking on a new set of accounts. Referring to the section on “Coping with Sales Call Reluctance,” describe how, if this might happen with you in taking over Lee Bizon’s accounts, you might overcome this potential problem. Build your answer around the four suggestions in this chapter.

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NewNet Systems Account Management Regional Account Manager, NEWNET SYSTEMS Name Date Account Name/ Comm. Close Contact Name Sales Amt. Style Dollar