Conference ilbbak::us_sales_service

117.0. "Don Zereski: Closing Q4 Business" by FSOA::KCHERNACK (Indecision=the key 2 flexibility) Fri May 29 1992 12:03

(This note is on the network....)
    
                  I N T E R O F F I C E   M E M O R A N D U M

                                        Date:     28-May-1992 05:56pm EDT
                                        From:     Don Zereski
                                                  VP.ACCOUNT.SALES AT A1 at SALES at MRO
                                        Dept:     US Area
                                        Tel No:   

TO: See Below

Subject: CLOSING Q4 BUSINESS                                                    


    
    I am pleased at the enthusiastic response from your customers at 
    DECWORLD' 92.  During the last three weeks we had the opportunity 
    to explain our solutions to over 24,000 of your customers.  Now 
    you have an opportunity to drive customer enthusiasm into business 
    with a strong finish to Q4.  As I mentioned in my April DVN, every 
    order, regardless of size, is important and I am counting on you 
    to bring it in during the remaining five weeks.
        
    My challenge to SALES is to do all you can to close the orders in 
    your pipeline.  If you need assistance on any opportunity, 
    immediately escalate your request to your management as well as to 
    the MRC (Management Response Center) at 1-800-243-6477.  If you 
    are concerned about shipping a system in Q4, Sales Operations will 
    work with you to create appropriate paperwork.
        
    My challenge to SERVICES is to close every order, regardless of 
    size.  It is especially important to process the contract renewals 
    and the warranty conversions.  If you need assistance on any 
    business opportunity, escalate to your management or to the MRC.
        
    My challenge to all of our FIELD EMPLOYEES is to support our 
    selling initiatives.  Collectively, we must maximize all Q4 
    selling opportunities.  I am counting on you for maximum 
    involvement during the next five weeks to help make every sale.
        
    Teamwork will make the difference for all of us in Q4.  We are 74% 
    of the way to our revenue goal and have an opportunity to achieve 
    100% of our target. This will mean a $250.00 bonus for each U.S. 
    Field employee.  Working as a team, I know we can do it.
        
    Thanks for all of your hard work to date and lets be aggressive 
    and close all of the business possible in Q4.
        
        Good Selling,
        
        
        Don 
        
        
Distribution: (deleted)