Case 9.3 Electronic Office Security Corporations

1. Did the dialogue between buyer and seller seem natural to you?
2. Did the salesperson use too many questions in her approach?
3. Analyze each of the salespersons questions and state whether it is a situation, problem, implications, or a need-payoff type of questions.
4. Analyze each of the buyers responses to the salespersons questions and state what type of need the salespersons question uncovered. Was it an implied or minor need response or was it an explicit or important need response? Why?
5. How would you improve on this salespersons approach?
6. After the buyers last statement, which of the following would you do?

1. Move into the presentation.
2. Ask a problem question.
3. Ask a need-payoff question.
4. Ask for an appointment to fully discuss your system.