pler 13-Negotiating Buyer Concerns Regional Accounts Management Case Study-Negotiating Resistance Questions 13-20. Using the report you prepared for Chapter 12, add another column titled Forecasted Sales as shown below. In this column, multiply the Dollar Sales Amount times the Likelihood percentage of closing the sale and record the metrics for a forecasted sale for each account. NewNet Systems Accounts Management Regional Account Manager, NewNet Systems Dollar Comm. Sales Process Likeli- Forecasted Sales Amt Style Stage hood Sales Name Date Account Name! Close Contact Name 13-21. Reviewing the account and notes screens which fairly small account might voice a time objection and say, "We want to put off our decision for now," and how would you propose dealing with this objection? 13-22. Reviewing the notes screens which very large account has voiced a price objection citing budget issues and how should you respond? What is the closing date, likelihood, and forecasted sales for this account? Reviewing the "Cr