help with number #2

Video Exercise Watch the Chapter 7 Role Play video, An Innovative Solution, through MindTap (at the bottom of section 7-1) and then answer the following questions: 1. Explain how Lisa uses SPIN and ADAPT to relate the benefits of her product. Lisa uses SPIN and ADAPT in a systematic manner to relate the benefits of her product. In this case Lisa has already determined what the customers are looking for after meeting with them. Lisa sent a preliminary proposal to Mark for the Alpha tech security system. The purpose of the preliminary proposal is to enable Lisa to determine any concerns of Mark and this in turn will allow her to know the level of interest on Mark's end. 2. Explain the SPES process and how Lisa effectively uses her sales aids with this process (walk through each step and discuss what Lisa does or does not do well). How does the meeting setting affect her ability to effectively use her sales aids? Well, thanks for meeting with me quickly those stairs Yeah, they're brutal. They take a while to do So I was windering if you had a chance to look at my peoposal. I had sent it last www. Or if you have any question about it >> Yeah, I read it and is very thorough I did have a question about price Oly. Remember that this is just a preliminary propical and it can be modified once or to put together to work out the specs Bulbooking at this and I think I can deliver to you what you need for around 550.000. De that sound lice compative! Yes, that's a very good price for what you're offering here today, In this proposal we arv poving you comparable formers, which you currently have, as well as additional foutures which will help solve your security wouls. So it's okay waith you. W'd like so tuko scopo of me and talk about one of the key belts Get Okay Our system offers 24/7 monitoring of all of your workstations. So borcally what that means is it there's any spacious activity, the vyem will let you as soon as it happen to matter what time of day or night What if mos flight and you can't reach me? de security operator will get in touch with either you or one of your stunts Hanically, they won' stopi calling until they talk to somebody Well, the sounds like a feature you've marested in >Yeah, I was hoping to have a security specialist on board by wow, but we've been too busy to hire somebody. For now, I'm it so this future really does appeal to me sound like you're very busy on top of immaging resundy Out of curiosity, how often does the system you're umang tumitor your company operation. So like how othen do they poet my problem >>Their system works a litle difierently. It sends a report at the beginning of each workday. So if anything happens overnight, we find out about it the killing morning And which do you peodetthe 247 reporting or the morning reporting 1 sve to talk to the other about it, but I like the idea of getting the news about suspicious activity right away, e sound like Alpha Toch is a really pood fit for you. Can we go ahead and schedule a meeting with war sottware engineers and your IT semmit They can work out the pers. And then I can set bon tervisling the estimated taking it to your needs low does this Yeah, I'll put my head off in touch with you to date and time Great Thanks again for your time, Mark I appreciate it Olcay Thank you And watch out for the Wellthanks for meeting with me so quickly Ols, those stairs Yeah, they're brutal. They take a while to get used to I'm sure. Sot was wondering if you had a chance to look at my proposal. I had sent it last week or if you have any questions about it. Yeah, I read it and it's very thorough. I did have a question about price Okay. Remember that this is just a preliminary propeal, and it can be modified once our team. get together to work out the specs. But I was looking at this and I think I can deliver the yarn what you For around 550.000. Does that sound like its price competitive Yes, that's a very good price for what you're offering here today. In this propertal we are giving you comparable features, which you currently have, as well as additional features which will help solve your security neods. So far, okay with you. Telo Emotes and talk about one of the key benefits Great >>>Okay. Our system offers 24/7 monitoring of all of your workstations. So basically what that means in if there's any suspicious activity, the system will alert you as soon as it happens no matter lay or night >> What if I'm on a flight and you can't reach me? >>Our security operators will get in touch with vither you or one of your assistant. Basically, they won't stop calling until they talk to somebody Well, this sounds like a feature you're interested in >>> Yeah, I was hoping to have a security specialist on board by now, but we've been too busy to hire somebody. For now, I'm it so this feature really does appeal to me. It sounds like you're very busy on top of managing security. Out of curiosity, how often does the system you're using monitor your company operation? Sa like how often do they report any proble >>Their system works a little differently. It sends a report at the beginning of each workday. So if anything happens overnight, we find out about at the following morning > And which do you prefer, the 247 reporting or the morning reporting >1'd have to talk to the other managers about it, but I like the idea of getting the news about suspicious activity right way It sounds like Alpha Toch is a really good fit for you. Can we go alocad and schedule a moting with our software engineers and your IT too? They can work out the year. And then 1 cm pet bowy the estimate and tailoring it to your needs. How does that sound? Yeah, I'll put my head of IT in touch with you to set a date and time. Great. Thanks again for your time. Mark. I appreciate it. Okay. Thank you. And watch out for those stairs