Casey Arnold, your sales manager at NewNet Systems, wants to meet with you this afternoon to discuss the status of your accounts. It is common for accounts to have several contacts with NewNet before ordering a network system. These multi-call contacts, or sales cycle phases, usually include getting acquainted and qualifying, need discovery, proposal presentation, closing, and account maintenance. Casey wants to know what phase each account is in and, particularly, which accounts may be ready for a presentation.

Questions 1 For your meeting with Casey, using the table you prepared in the last chapter, add another column titled “Sales Process Stage” as indicated below. Review the metrics on your 20 accounts and indicate the last stage of the sales process each account has gone through. This information will be used as you prepare your future calls.

2 Which four accounts already have had a needs analysis? Which two accounts are scheduled for a needs analysis? When do you need to enter them on your calendar?

3 Reviewing the notes and the likelihood of buying, which six accounts are likely to buy but have not yet had a needs analysis?

4 Which two accounts have had a needs analysis and now need a product solution configured? What two accounts appear to want to buy but have not yet had any needs analysis, or product configurations? What threats does this pose?
5 Reviewing the Network Now entry, which three accounts do not now have a network, but appear to be ready for moving the sales process to the next stage, and what will be your next stage?
6 Which accounts appear to be planning to buy without a need discovery or productconfiguration proposal? What risks does this pose?

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Newnet Systems Account Management Regional Accounts Manager, NEWNET SYSTEMS Comm. Sales Process Name Date Account Name/ Close Contact Name Sales Amt. Style Dollar Stage