Tracy is an product representative for Henderson enterprises, an medium-size manufacturer of dorm room furniture. Tracy...

 

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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?

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