Week 2 Case Study: MobiLogics and HSK, PC
Case Study #2: "MobiLogics and HSK, PC," is on Chapter 4, p. 105, attached below in JPEG format and in chapter 4 PowerPoint.
Please note that there are TWO questions associated with this case study, printed in the JPEG document. Question 1 is about high-level, general information you want to have before meeting with the sales prospect. For Question 2, you will use the ADAPT technique to develop questions (and possible answers) that you will pose to your sales prospect, Mr. Gage Waits.
In Question 1, list several general items of information about this sales opportunity that you will want to understand when you meet with the customer. If you are not an Information Technology expert, don't worry -- technical details are not required. Just list general information items.
For Question 2, you will use the ADAPT methodology to develop a series of salesperson questions and anticipated buyer responses that might apply to this selling situation. For example, the first "A" in ADAPT stands for Assessment question. One Assessment question you might ask your buyer is, "Do the attorneys ever need to access the firm's databases from locations other than their offices?" The buyer's response might be, "Yes, often."
Develop TWO questions, and one possible response for each question, for each of the ADAPT question types following the ADAPT methodology. Write your answer in the form of a script. For example:
and so on for the rest of the ADAPT question types.
Please submit in a word document. (Ignore the "Role Play" part of the case.)