My question is for 11-17 Casey Arnold, your sales manager at NewNet .Systems, wa
ID: 442380 • Letter: M
Question
My question is for 11-17
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 gelling 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. For your meeting with Casey, using the table you prepared in the last chapter, add another column titled Sales Process Stages 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. Which four accounts already have had a needs analysis ? Which two accounts are scheduled for u needs analysis? When do you need to enter them on your calendar? Reviewing the notes and the likelihood of buying, which six accounts are likely to buy hut have not yet had a needs analysis? 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? Reviewing the Network Now entry, which three accounts do not now have a network, hut appear to be ready for moving the sales process to the next stage, and what will he your next stage? Which accounts appear to be planning to buy without a need discovery or product configuration proposal? What risks does this pose?Explanation / Answer
11- 14
Date Account Name Dollar Communication Style Sales process stage
m/d/y vvvvvvvvvvvvvv $500 Telephone Prospecting
m/d/y wwwwwwww $450 Email Potential Lead
m/d/y xxxxxxxxxx $600 Telephone Qualified
m/d/y yyyyyyyy $350 Email Oppourtunity
m/d/y zzzzzzzzz $300 Email Building version
m/d/y aaaaaaaaa $300 Email Oppourtunity
m/d/y bbbbbbbb $200 Email Building version
m/d/y ccccccccc $350 Phone Closed /lost
m/d/y ddddddddd $400 Email Prospecting
m/d/y eeeeeeee $350 Email Closed /lost
m/d/y ffffffffffffffffff $350 Direct Closed /won
m/d/y ggggggg $250 Direct Closed/ lost
m/d/y hhhhhhh $300 Email Building version
m/d/y iiiiiiiiiiiiiii $250 Phone Potential Lead
m/d/y jjjjjjjjjjjjj $200 Direct Building version
m/d/y kkkkkk $400 Phone Potential Lead
m/d/y llllllllll $300 direct Lead
m/d/y mmmm $200 Phone Qualified
m/d/y nnnnnn $500 Email Prospecting
m/d/y oooooo $400 Direct Closed/ loss
m/d/y ppppp $250 Phone Closed/ won
___________________________________________________________________________________________
11- 15
Prospecting, Potential Lead, Closed/ Won , Closed /loss, accounts are have already analysis.
Qualified, Building version accounts are need to analysis.
Customer asked which date, one week before on the date have to enter in the calendar.
______________________________________________________________________________________
11-16 Oppourtunity and Building Version accounts are have likey to buy, but yet need to analysis.
_____________________________________________________________________________________
11-17 Prospecting and Potential Lead accounts need product solution configuration
Oppourtunity accounts want to buy yet have not analysis
The threat is customer wants to buy some facilities added with our product by comparing with other company product solution.
Related Questions
Navigate
Integrity-first tutoring: explanations and feedback only — we do not complete graded work. Learn more.