Casey Arnold has asked you to review Lee Bizon’s former accounts. Casey wants to review the likelihood of close and forecast the sales volume that can be expected. She wants you to research the notes for each account that Lee Bizon entered and look for accounts with which you might anticipate objections during a presentation.

Questions

1 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.

2 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? What are the closing date, likelihood, and forecasted sales for this account?
3 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 “Creating Value During Formal Negotiations” unit in this chapter, which of the “do’s and don’ts” will likely be most effective in negotiating the price problem?
4 Reviewing the notes screens, which medium-sized account with 100 workstations may be citing the price objection because they don’t need all your value-added features or it may be a cover for credit problems? What are the closing date, likelihood, and forecasted sales of this account? Reviewing this chapter’s section on “Specific Methods of Negotiating Buyer Concerns,” what specific method should you use to negotiate effectively with your contact?
5 Reviewing the notes screens, which medium-sized account do you anticipate might voice the source concern “We want to shop around for a good solid supplier”?
Reviewing the section in this chapter on “Common Types of Buyer Concerns,” which of the four ways to deal with the loyalty or source objection might be most effective?
What other strategies could you combine with this method? What are the closing date, likelihood, and forecasted sales of this account?
6 Describe how the closing date, likelihood, and forecasted sales might affect your plans for negotiating customer objections and concerns.

Transcribed Image Text:

NewNet Systems Account Management Regional Account Manager, NEWNET SYSTEMS Comm. Sales Process Likeli- Forecasted Name Date Account Name/ Dollar Close Contact Name Sales Amt. Style Stage hood Sales