Melanie,a salesperson for printers and scanners,is sending a proposal for printers to the home office of Helix Services in Cedartown.To convince the executives in Cedartown that the local Vinson Mountain branch office needs the printers and copiers she is selling,Melanie would most likely:
A) send just a product catalogue and let the buyer choose the final product.
B) skip the needs identification process since the needs of the home office and the local office are different.
C) secure the support of the Vinson Mountain branch manager.
D) include a clause stipulating that no competitive bidding will take place for this deal.
E) do all of these.

Question

Quizplus · Accepted Answer

It is important for Melanie to secure the support of the Vinson Mountain branch manager as they are the ones who can provide insights into the needs of the local office. By understanding their needs, Melanie can tailor her proposal to showcase how the printers and copiers can benefit the local office. Sending just a product catalogue (A) may not be effective as it does not address the specific needs of the local office. Skipping the needs identification process (B) is also not recommended as it can result in proposing products that may not be useful for the local office. Including a clause to restrict competitive bidding (D) may not be feasible and may not be something the buyer agrees to.

Melanie,a Salesperson for Printers and Scanners,is Sending a Proposal for Printers