MKTG-425

Adonny Reyes

Course Project
 1) 20 new accounts

Acc Phase of Probabilit

Expected Account Contact Anticipated $ Forecast
oun selling y for
closing dates Holder Names Amount Sale
t No process close
Able
Mr. Bradley Need $1750000
1 30-Mar Technologi $250000 70
J. Able Analysis 0
es Inc.
Aeroflot Mr John
2 31-Jan Qualified $75000 0.8 $60000
Airlines Poltava
Southern Mr Dwayne Need
3 28-Feb $125000 0.9 $112500
Motors Ortega Analysis
Bryan Mr.
4 30-Nov Qualified $75000 0.99 $74250
Enterprises BillBryan
Computer Ms Joanna
5 30-Jun Qualified $50000 0.3 $15000
Products Barkley
Computeriz Mr. Sam Her
6 20-Nov Presentation $75000 0.6 $45000
ed Labs Info
Designer
7 9-Nov Dr. Sayers - $0 0 $0
.net
Ellis Mr. Timothy
8 31-Jan Qualified $175000 0.9 $157500
Enterprises P.Ellis
Engineerin Mr Ian
9 30-Jun Qualified $75000 0.3 $22500
g Software Cortez
General Mr. Brain
10 28-Feb Prospect $100000 0.9 $90000
Contrators Allan
Internation Mr Robert
11 31-Jan Prospect $25000 0.8 $20000
al Studios G.Kelly
Johnson
Mr Ralph
12 31-December and Qualified $125000 0.990 $123750
Johnson
Associates
Lakeside
13 30-June Dr. Jeff Gray Prospect $25000 0.2 $5000
Clinic
Landers
Ms. Molleen
14 2-Nov Engineerin Qualified $25000 0.8 $20000
Landers
g
MeDia
Mr. Jpe
15 27-Nov Conglomer Qualify $100000 0.6 $60000
Romera
ate
Mercy Kerri
16 30-Nov Qualified $250000 0.4 $100000
Hospital Mathers
Modern ms Cheryl
17 31-Aug Prospect $200000 0.5 $100000
Design Castro
Murray D' Ms Karen
18 13-Nov Prospect $20000 1 $20000
Zines Murray
Piccadilly Ms Judith
19 17-Nov Prospect $60000 1 $60000
Studio Albrigh
Quality
20 28-Feb Ms Sherry Prospect $25000 0.7 $17500
Builders
 1)

I would not use the word ignore, as a result of I feel in any business there's continuously potential

to create a buying deal. Instead I might priorities, and strategize supported the more hopeful customers,

focusing on the bright sales first, then operating my manner down my list ceaselessly. As an illustration

the smallest amount important, in the bottom of my list would be include corporations like Designers

Associates or lakeside Clinic. The reason for this can be as a result of their share of likelihood to shut, and

prognosis sales is low. Different promising giant dollar quantity accounts, with a far better share to shut

be quick attentions.

2)

As I discussed on top of, I might prioritize or strategize supported the brighter customers. The

accounts organizing in my list as a thought of attack to effectively target the promising sales 1st. this is

able to be an efficient technique, to make the most potential sales. as an example, the highest of my list

would carries with it corporations such as, Southern Motors Johnson or Associates, , Ellis Enterprises,

General Contractors Bryan Enterprises, , Aeroflot Airlines, in a position Technologies Ins. All the

businesses mentioned have an average likelihood to close share will be 90 percent or higher, and high

anticipated dollar amounts also. I might strike on these accounts whereas they're set, ready and hot

3)

Order = 00

Qualified = 06

Need Analysis = 02

Need Presentation = 1

Prospect = 07

Unknowns = 1
 Those account numbers are outstanding. 07 out of 20 possible customers have Prospect, or plan

to prospect. Only 1 possible customer out of 20 customer is unknown. Its no surprise the previous

Regional Accounts Manager (RAM) was promoted, his numbers reflect the deserving reward of such.

4)

The 7th accounts no inside the closing stage could have some legal and moral problems which will

be thought of applicable. a number of the problems area unit the direct identification of the amount of the

merchandise to order by clients the purchasers and sealer to see whether or not the merchandise area unit

to be sent to the customer that meets the wants. The manager continuously pay mind and make sure that

the standard and amount of the sale orders always aligns with the correct patrons to avoid any illicit or

unethical action being taken by the corporate.

5)

The previous sales models of the former representative was to conduct effective

networking. There only focus was to stabilize everything from coworkers, and personnel from

other companies. Networking is useful in creating a consistent sale flow for any company. Most

importantly, the pervious sales representatives had highly favorable accounts following their

capability to be developed strong relationships with the client and different stakeholders

(Redding, 2016). The last representative customer could have increased the how effective her

management was by having strong and consistent contact with the customers/buyers within the

system.
 References

1. Commeiras, N., Loubes, A., and Bories Azeau, I. 2013. Identification of organizational

socialization tactics: The case of sales and marketing trainees in higher education.

European Management Journal, 31(2), 164-178.

2. http://www.emeraldinsight.com/doi/abs/10.1108/JBS-07-2014-0084?journalCode=jbs