Answer Happy

ASSOCIATES Chapter # 4, Page 118 This case involves you, as a salesperson representing the institutional sales division of Island View Tech Solutions, a leading reseller of technology hardware and software, and Dalton Genge, Director of Technology for Quarter & Associates, a prominent St. John's-based law firm specializing in corporate litigation. Quarter & Associates is preparing to move to larger facilities and wants to update its computer technology in the new facilities. Corner Brook-based Island View Tech Solutions has established itself as a major competitor in the technology marketplace specializing in value-added systems solutions for business institutions and government entities nationwide. This past year, Island View Tech Solutions has added sales and distribution centres in Burlington, Ontario, Halifax, Nova Scotia, and St. John's, Newfoundland and Labrador. CURRENT SITUATION As an integral part of their move to new and larger facilities, Quarter & Associates want to replace their computers and information technology systems including laptop/desktop combinations for each of their 21 attorneys, desktop systems for their 10 staff members, along with archive and e-mail servers. Island View Tech Solutions specializes in this type of systems selling and uses their network of hardware and software providers in combination with their own in-house engineering, programming, and systems group to consistently provide higher value solutions than the competition. In preparation for an initial meeting with Dalton Genge, the Island View Tech Solutions sales representative is outlining their information needs and developing a draft set of needs discovery questions. These needs discovery questions will be the focus of the meeting with Dalton Genge and enable Island View Tech Solutions to better identify and confirm the actual needs, desires, and expectations of Quarter & Associates in relation to new and expanded computer and information technology capabilities. QUESTIONS 1. What information does the Island View Tech Solutions salesperson need in order to fully understand the technology needs of Quarter & Associates? 2. 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. ADAPT technique for need discovery