Chapter 4 case study
docx
keyboard_arrow_up
School
Indian River State College *
*We aren’t endorsed by this school
Course
2020
Subject
Industrial Engineering
Date
Feb 20, 2024
Type
docx
Pages
3
Uploaded by DoctorJaguarMaster655
1
Chapter 4 Case Study Assignment
Sawyer Beaulieu
Business, Indian river state college
MKA2021-20241-1V-M-001 Salesmanship
Dr. Robin Argo
November 30, 2023
2
Chapter 4 Case Study Assignment
Question 1- The different information which is required by the salespersons of Mobile logics to have the better understanding of the requirements of HKS project are the 5 types of questions that must be asked using the ADAPT Technique for Needs Discovery, and once they have the answers to these questions, a sale offer that can facilitate a higher value solution must be made. With this method, the seller will be able to better understand the expected growth in the
coming years, as well as determine the existing manpower requirements and the project scope of the new system, allowing them to select units that are not too advanced for their current activities
and operations. In comparison to the company's current growth, this will permit considerably improved growth. With the help of the ADAPT technique, a strong relationship between seller and client may be built, which will reflect in their business relationship in the form of future network upgrades, expansion, and maintenance purchases.
Question 2- Mobilogics Salesperson: What is the total number of suppliers who are participating in the acquisition of correct computer hardware and software for the manpower?
Gage Waits: As of now, the current supplier is working with us from the last few years but during
the expansion of the business, several suppliers were contracted.
Mobilogics Salesperson: Who are the participants in the purchase decision-making process?
Gage Waits: All the decisions related to the technology in the firm are taken by me.
Mobilogics Salesperson: What is the performance level of the existing system and is there any scope for improvement.
Gage Waits: The operations of the existing system are satisfactory but there is always an area of improvement.
Mobilogics Salesperson: How attorney-client communication will be affected?
3
Gage Waits: This can result in a lot of distress in the organization due to decreased speed of communication with the clients.
Mobilogics Salesperson: Would new hardware and servers be effective in facilitating better organization for the file management and will it be safe to save work on an updated computer.
Gage Waits: I think employees can save their work and files once they are provided suitable training. I think there will be no effect on saving work on the updated computers as this will be the latest version and it will help in dealing with the several issues faced with earlier computers.
Mobilogics Salesperson: How do you feel that Mobilogics can provide you with both hardware and server?
Gage Waits: It will be quite convenient for us to buy the hardware and server from a single supplier.
References Avila, R. A., Ingram, T. N., LaForge, R. W., Schwepker, C. H., & Williams, M. (2024). Sell (6th ed.). Cengage.
Your preview ends here
Eager to read complete document? Join bartleby learn and gain access to the full version
- Access to all documents
- Unlimited textbook solutions
- 24/7 expert homework help