Roberto is busy preparing for his third meeting with Mr. Ajay Gupta, the VP-Product Management at ABC Tech Inc. based in Silicon Valley. ABC Tech is in the process of developing its new product BaNCS, a banking solution system suitable for small and midsize community banks and credit unions. ABC Tech is a well-known name for IT services and outsourcing. However, this is the first time that they have introduced their own product in the United States; they are very sensitive (and cautious) about the success of the product.During the first meeting, Roberto conducted a lengthy needs-discovery conversation. From the conversation, he gained a better understanding about ABC Tech, its services, and the product in questionBaNCS. Mr. Gupta made it clear to Roberto that his firm wants to partner with a marketing research company with the capabilities to capture trends within states and across the United States. Roberta also learned that ABC Tech was aware that the com-pany will be perceived as an outsider within the financial services industry; and therefore ABC Tech is very interested in a detailed understanding of cus-tomer preferences.During the second meeting, Mr. Gupta discussed the dynamics of the tech-nology industry. Because technology products need to evolve constantly and incorporate customer feedback to do so, ABC Tech wants to partner with a market research firm that can work with ABC's product development team. The marketing research vendor should also be able to provide market information to the product development team to allow it so forecast potential sales of their existing and upcoming software products.In the proposed third meeting, Roberto will be presenting to a decision-making group including Mr. Gupta and two other executives: the director of product development and the senior project engineer for the BaNCS prod-uct. Roberto is diligently preparing his sales presentation and is writing a list of questions that he anticipates Mr. Gupta and his team will ask during the presentation. Roberto worries about the fact that the MarketPulse has never worked with a technology company.

1. What do you believe are three of Mr. Ajay Gupta's objectives?

2. What do you believe are Roberto's main objectives for the presentation and sales conversation?

3. What sales presentation method would be most appropriate for this situ-ation? Explain why you chose this option.

4. What are the key points that Roberto should be highlighting during his presentation?

5. What are two possible points of compromise?