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You are a new sales person for a wellknown business computer system, and one of your...

You are a new sales person for a wellknown business computer system, and one of your customers is a large group of physicians. You have arranged an initial meeting with the office manager. Develop a list of questions you will ask at this meeting to uncover the group specific needs.

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Answer #1

The questions will be mostly centered around understanding their needs, technical as well as commercial, so that you can then use them to give a quote that they can't resist.

Hence, the list of questions will be like this:

  • Whether you will need desktops or laptops?
  • What's the primary use of the computer machine? Data storage vs data processing vs scanning?
  • Is processor speed important?
  • Typical size of the files they need to process on computer?
  • Touchpad or manual?
  • Price sensitivity? What's the price expectation?
  • Price band the customers will be comfortable with?
  • Whether they will be buying on full cash payment or credit?
  • Are they technology savvy? How frequently do they change their machines?
  • Configuration of the machines.
  • How quickly do you want the machines to be delivered?
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