Question
1.You have recently been hired as a Regional Account Representative for the Russo's paper company in Bristol, CT to take over for the retiring Regional
1.You have recently been hired as a Regional Account Representative for the Russo's paper company in Bristol, CT to take over for the retiring Regional Account Rep. who has handled the region for Russo for 20 years. The retiring rep over the last 2 years has seen sales and inquiries decline about 10%. Russo is a 100 year old company that specializes in paper products that can be used for displays at retail stores. Currently you are reviewing the previous 20 year history and trends of this region. (a) Briefly describe your approach of previous customers who may have shifted from viewing Russo as a Shared supplier to something less than Shared. (b) Describe how you would go about prospecting for business in this region (i.e. what are leads?What are suspects?). (c)As you begin your new position what is your strategy to find leads-give five different examples of where leads come from. As part of this process, you're looking for a MAD buyer. (d)What does MAD mean?
Step by Step Solution
There are 3 Steps involved in it
Step: 1
Get Instant Access to Expert-Tailored Solutions
See step-by-step solutions with expert insights and AI powered tools for academic success
Step: 2
Step: 3
Ace Your Homework with AI
Get the answers you need in no time with our AI-driven, step-by-step assistance
Get Started