MidComm Corporation Background MidComm specializes in providing cell phones and wireless services for small businesses with 10 to 500 employees having needs that call for mobile, wireless communication. As an account development specialist for MidComm, you are making an initial sales call to Jim Smith, director of the Facilities Maintenance Division at Oklahoma City University. The purpose of this initial call is to assess the division's current use and needs for wireless mobile communication services. According to the initial information you gained from a short phone conversation with Smith, they are currently using Sprint cellular service for a number of their maintenance supervisors. Having staff members wirelessly linked and able to communicate from anywhere on campus has proven beneficial in terms of increasing efficiency and productivity. You have further learned that the university is considering rolling cell phones out to all building maintenance workers. They have been pleased with the positive aspects of wireless communication, but during your phone conversation, Smith made a couple of comments that there might be some problems with the present vendor and concerns about potential employee misuse of the phone services. Role Play Location Jim Smith's office at the university. ActionRole play this needs discovery sales call and demonstrate how you might utilize SPIN or ADAPT questioning sequences to identify the needs and concerns of the prospect