Sam, a sales representative for Mobile One, is meeting with Rashida and Tim, co-founders of a technology start-up. Mobile One otfers mobile product solutions (phones, tablets, etc) for businesses. Rashida and Tim are expanding from 15 people to 120 Wathin the next year, and they need to provide every employee with both a phone and a tablet. Often, complex purchases like this can't be completed in one meeting. meaning that salespeople often meet multiple times with the prospects or customers. Salespeople must be aware that the buyer may be more concerned about specific issues based on the stage of development of the sale. For example. prospects and customers fypically care more about the cost of the product or service at the very beginning and very end of the sales process. Conversely, in the middle of the decision process, also known as the evaluating altematives phase, the prospect or customer may be less focused on pricing and more focused on solutions. The following are Samis notes from the three meetings he had with Rashida and Tim: Meeting 1, April 2nd: Determining Needs Roshida and Tien seemed to be focused on the cost of the products, the brand of the products, and processing efficiency. At this meeting. they wanted to make sure that the purchase will fit within their budget and meet their specific needs and wonts. I focused on providing volue propositions and tools that speok to price and product benefits associoted with the high processing speed our phones and tablets offer Meeting 2, April 28th: Evaluating Alternatives At this meeting. I found out that Rashida and Tim hove a set of three possible providers and they ane currently focused on which provider would offer the best solution for their upcoming exponsion. Price didn't come up, as they know that eoch provider con offer a solution within their budget. Insfeod, they were focused on what products and services would be optimol for their specific situotion. Also they are storting to be concemed obout the risk of deciding for choosing the wrong provider so they want to know more obout customer support and possible tools that mitigate these possible riskc. I told them obout our 24-hour customer service center and 3-year warranty. Meoting 3, March 17th: Evaluating Risk and Purchase Rashida and Tin chose us! Becouse they are about to octually sign a controct with us, they are most concerned with risk and totai cost. We spent o lot of time talking about the warranty ogain, and the 30-doy moneybock guorantee. This seemed to calm their concems. After negotiotions, I provided them with a 20 A discount for the first year since they are a new customec. This will sove them over $2,000 per month, as compared to their next best altemotive I need to go back next week with a senice technicion to instoll and troin oll the empioyees. Sam's notes highlight that needs, concerns, and values are dynamic and dependent upon the stage of the sales cycle. Salespeople must be aware of the prospect's or customer's stage of the decision-making process and adapt the sales call based on this information. 1. In the initial stages of the buying process, what are prospects and customers often most concerned with? 2. When evaluating alternatives, what are prospects and customers often most concerned with? 3. Are prospect's and customer's concems usually dynamic, static, or solely based on price? Explain your