Assignment: Konica Minolta Business Solutions
Directions:
A Professional Approach to Selling
(A) After reviewing the case, respond to the following questions:
1. Analyze Konica Minolta Business Solutions' products and services.
2. Carefully analyze the sales intelligence Bill Swanson has and identify additional information he may need about New York Consulting Group.
3. Swanson is drafting a plan to gather information about the prospect. Generate questions that can be used during pre-call preparation and specific questions that you will need to ask to get the necessary information. (The focus here is on the questions, with less emphasis placed on answering the questions.) Make sure you begin by identifying open-ended questions and, where appropriate, proceed to list specific close-ended questions. Organize the informational needs (questions) according to the SPIN framework.
Reference
Kothandaraman, P., Mani, S., & Healy, W. J. (2016). Konica Minolta business solutions: A professional apporach to selling (A). Harvard Business Review, 111-119.
The response should include a reference list. Double-space, using Times New Roman 12 pnt font, one-inch margins, and APA style of writing and citations.