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The objective of this assignment is to simulate the important...

The objective of this assignment is to simulate the important activities of managing the sales pipeline and effectively using CRM details to create value in the professional selling process. This project also integrates the Terminal Course Objectives for MKTG425, Personal Selling and Sales Management.

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Objectives The objective of this assignment is to simulate the important activities of managing the sales pipeline and effectively using CRM details to create value in the professional selling process. This project also integrates the Terminal Course Objectives for MKTG425, Personal Selling and Sales Management. Guidelines and Questions for Part 1 Due Week 4 Professional account managers (a.k.a. professional sales representatives) are often given accounts that have been previously managed by others. This occurs for reasons such as a colleague leaving the firm, promotion to a management position, territory realignments, and even a miss-match of communication styles between the buyer and the original sales representative. The first part of our project involves territory realignment for NewNet Systems, a Value-Added Reseller that provides B2B network products and services. To begin, read the company details in Appendix 2 of your textbook. Following are the sections you should read carefully. Introduction to Multiple Account Management Selling Introduction to Your New Employer – NewNet Systems Introduction to Your New Account Management Position Introduction to Your NewNet Systems Account Reports (Contact Screenshots from the CRM Program) After reviewing and understanding the scenario of your new position at NewNet Systems, go to Chapter 9 in your textbook. At the end of the chapter, you will find the details specific to this part of the Course Project. Read the Chapter 9 details, titled Developing and Qualifying the Account Database carefully. Assignment Questions 1. Use the 20 new account CRM Contact Screenshots found in Appendix 2 to complete the metrics report (table) for your meeting with your manager Casey. The report should contain the following headings. o Anticipated Close Date o Account Name o Contact Name o Communication Style
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