Konica Minolta Bizhub 180 Product And Sales Manual page 71

Find applications and understand the customer's workflow. This can provide insight
into proposing an entire solution, not merely a single machine placement.
Questions help you determine the best way to target your product presentation.
We must identify specific features that solve problems, fulfill application requirements
or provide opportunities for the customer.
Konica Minolta has a tool available to assist in uncovering needs and applications
for digital product solutions, including the bizhub 180 Series. Konica Minolta's Digital
Needs Analyzer (DNA) provides a guide for asking important questions in determining
specific requirements of a new digital networked device.
Some specific questions the Digital Needs Analyzer (DNA) can answer:
1. How do you create the documents that you intend to distribute?
2. What types of documents are created?
3. What quantities are required of typical distributed documents?
4. How many end users will potentially need to have access to a networked
printer/copier?
5. Is documentation distribution a 2-step process? (Print one, copy many)
6. How is the typical document finished? (Sorted, stapled, hole punched)
7. How many printers are currently available?
8. What type of network?
9. How are documents scanned onto your network currently?
10. What are the requirements for scanning documents?
11. Do you fax documents up to 11"x17" in size?
12. Do you fax from books or magazines?
13. Is there a need to forward incoming faxes to another fax machine?
14. Is there a need to forward incoming faxes to an Email address?
15. Do you send or receive confidential documents? Would the availability of
F-Code support simplify the communication of confidential transmissions?
Selling Strategies for the bizhub 180
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