Selling Today: Partnering to Create Value, 14/e

Introduction to Your New Account Management Position

NewNet’s sales and technical support people may spend several months in the sales process (sales cycle). Regional account managers telephone and call on prospects to determine if they qualify for NewNet’s attention. Considerable time is taken to study the customer’s needs (needs discovery). The expert opinion of NewNet’s technical people is incorporated into a product configuration and sales proposal that is presented to the prospective customer. The sales presentation is often made to a number of decision makers in the prospect’s firm, including senior management, because of the effect new networking configurations can have on the client’s business. Demonstrations are usually required and ...