Regional Accounts Management Case Study Chapters 9–15 Real-World Sales Assignments!
Regional Account Management Case Study
Developing and Qualifying the Account Database (Refer to Appendix 2)
Introducing Your New Regional Account Management (RAM) Sales Responsibilities.
Casey Arnold has hired you as a regional account manager to sell for NewNet beginning December 1. Casey has given you the customer files of Lee Bizon, the former account manager who has just been promoted to another NewNet territory. Lee projected the possibility of over $1.8 million in sales for your new territory, with the actual forecast reduced by the likelihood of closing ...
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