Regional Account Management Case Study (refer to Appendix 2)

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Establishing Your Approach

Casey Arnold, your sales manager at NewNet Systems, has notified Lee Bizon’s former accounts by letter that you will be calling on them soon. She wants to meet with you tomorrow to discuss your preapproach to your new accounts.


  1. 10-17 As a part of your preapproach preparation for your meeting, you would like to have information on the communication styles of each of your accounts. Using the table you prepared for Chapter 9, add a column as noted below and list the communication style of each of your customers.

    NewNet Systems Account Management ...

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