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This case involves you, as a salesperson representing MobiLogics (a leading provider of large-scale, multi location technology hardware and software solutions), and Gage Waits, Director of IT for HSK, PC (a prominent Dallas-based national law firm specializing in corporate litigation). HSK is in the planning stages for a move to larger facilities across town. As part of the move, HSK wants to completely update their technology across the new offices, conference rooms, teamwork areas, and mobile platforms. MobiLogics has established itself as a major competitor in the technology marketplace specializing in value-added systems solutions for business and government entities nationwide. This past year, Houston-based MobiLogics has added sales and distribution centers in Dallas and San Antonio, Texas.
CURRENT SITUATION
QUESTIONS
QUESTION 1. What information do you-the MobiLogics salesperson-need in order to fully understand the technology needs of HSK?
QUESTION 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.
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