Your NewNet Systems sales manager, Casey Arnold, has asked you to meet with her to discuss demonstrations. As you prepare to make your demonstrations, she would like you to review the likelihood of closing each sale. Lee recorded this in percentage form. She also wants you to review the notes windows of your accounts and tell her if any of your accounts need a demonstration and, if so, what type of demonstration.

Questions

1 Using the table you prepared for Chapter 11, add another column to record the metrics regarding the likelihood of closing each account. Lee Bizon recorded this information in the Contact Screen.

2 Which two medium-sized accounts with a high likelihood of purchase need a demonstration of the speed and power capabilities of the recommended network?
What is the likelihood of closing each of them? Based on projected date to close, which should you work on first?
3 Which account wants a very specific network and information-management system and needs to be shown that the recommended network product configuration and demonstration will meet their exacting specifications? Is this something to work on immediately?
4 Which account with many sites needs a demonstration of NewNet’s ability to put together a complex solution? With many sites, will this be an account you need to spend a lot of time on soon? Explain.
5 Which medium-sized account seeking a low price needs a testimonial of NewNet’s value-added ability to help customers maximize the power of their network? What is the likelihood of closing this sale and how large could it be? What is the close date?
6 Which medium-sized account with a fairly short close date needs a demonstration of NewNet’s financial stability?

Transcribed Image Text:

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