courses$/1943139/$assignments$/9482297?$module$\_$item$\_$id$=23879868$

Purpose

In this assignment, you will demonstrate your understanding of question types to use in order to get the information you desire during in the needs discovery phase of the sales process and your understanding of the ADAPT questioning sequence approach.

Instructions

Read the Chapter $4$ Case$-$ MobiLogics and HSK PC$.($page $104-105$ of the textbook$)$

After reading the case, submit your responses to the following questions:

What information do you$-$ the MobiLogics salesperson$-$ need in order to fully understand the technology needs of HSK$?$

Following the ADAPT methodology for needs discovery questioning, develop a series of salesperson questions and anticipated buyer responses that might apply to this selling situation.

To receive full marks for this assignment, you will need to submit $2$ questions and $2$ anticipated buyer responses for each question type in the ADAPT questioning methodology.

Submission Details

Due date: Sunday by $11$:$59$ pm PT

Points possible: $30$

Format: file upload $($PDF$,$ WORD$)$

Grading Criteria

Review the rubric for complete evaluation details.

Case Study: MobiLogistics and HSK$,$ PC