Question: 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.

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.

Students

answers will vary based, again, on their knowledge of computer technology. However, their

answers should reflect an understanding of the ADAPT questioning sequence. Below is an example for

one need.

Assessment Questions

Seller:

Buyer:

Seller:

Buyer:

.

Discovery Questions

Seller:

Buyer:

Seller:

Buyer:

Activation Questions

Seller:

Buyer:

Projection Questions

Seller:

Buyer:

Seller:

Buyer:

Transition Questions

Seller:

Buyer

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