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Scenario for Managing Accounts in Sales Handheld

A prospect is interested in learning more about the products and services that your company sells. The sales representative sets up a time for a sales call later in the week.

During the sales call, the sales representative asks a number of questions to determine the account structure of the prospect's business to help the representative determine how best to fit the prospect's product needs. The sales representative learns that the prospect's business has a total of four locations, and that sales and service are billed through the main office, although each location receives a billing statement.

After the sales representative meets with the prospect, he creates the account structure for his business.