Please read the Company background and Case study before reviewing questions. Company Background: K&J Computer Company Case The K&J Computer Company (KJCOCO) is a mid-sized company selling information technology (IT) related products to small and medium-sized businesses across Canada. Their sales force plays a key role in managing relationships and communication with their customers. KJCOCO believes they differentiate themselves by providing fully customized business solutions drawn from their range of tech hardware and software suppliers for all their clients. VP Sales John Kahn has been in his VP role for less than a year and is working to improve the overall sales performance of the KJCOCO team. He has initiated new B2B marketing programs and made changes to the sales team itself and is proud of the sales team he's assembled. They're a good mix of age and gender and solidly represent the various ethnicities of the Canadian population and their existing customer base, plus customers Kahn hopes he might attract in the future. KJCOCO currently has 25 sales representatives across Canada, located in every provincial capital and larger secondary cities. Joanne Lim is a newly hired sales representative. She has just completed a sales course and is proud of all her knowledge and is looking forward to putting it to the test in her first job. Case Study; Understanding Buyers Role: Joanne has contacted a potential new customer prospect Red Rock Real Estate. They are an Ontario-based Real Estate firm with a head office in Toronto and affiliated regional offices in various Ontario cities. The Toronto head office has a Director of IT responsible for day-to-day IT management at the head office and assists the regional offices in their IT support. She is also responsible for the final new product recommendation to the executive management team, plus finding suppliers. That director would be Joanne's main contact. Additionally, there is a Director of Finance and Accounting at the head office, plus a Director of Real Estate Brokers who is the main liaison for individual brokers at the head office, plus the satellite offices. Each office has a full-time office manager who provides most support, including minor IT support, plus full-time real estate brokers. Some have additional support staff depending on the size of the office. Through her contacts and prospecting activity so far, Joanne has determined that the Toronto head office IT Director would like to implement a new IT system that would be the same across all offices. All offices have had the ability to independently select the IT systems and software they felt would work best for them in the past. Unfortunately, this has caused compatibility issues and increased IT workload to support the various systems. The system that Red Rock is considering would be an "enterprise-wide" system, meaning that all departments from Accounting, Finance, support staff, plus all real estate brokers would use it.

Case Question: Joanne has arranged her first meeting with IT Director Noorie Wong. Place yourself in the role of Joanne and use the ADAPT questioning model to list the various questions you would like to ask Noorie. ADAPT is an acronym which stands for: Assessment, Discovery, Activation, Projection, Transition.

Please list at least three questions for each stage of ADAPT and explain why Joanne should be asking those specific questions, i.e., what she hopes to learn from the specific question asked to IT Director.