Refer to the case Sales Process Reengineering at Robin and answer the following questions:

Suppose that in a market it is being difficult for Robin to generate leads for its products since its product is new and innovative, and customers do not know enough about it to want it. The problem is that at the need discovery phase of the client interaction, the client decision markers (facilities managers and IT folks) state that they are happy with what they already have for room scheduling (which is generally a legacy system involving just a tablet near the door of a meeting room or sometimes even just a notebook).

What are some questions that sales reps need to ask during the need discovery phase to pitch the Robins product effectively during the presentation phase of the sales interaction? Discuss some questions using the SPIN framework. (4 points)