Emmanuelle Djubo is a sales representative for a firm that makes textiles using a traditional dyeing process. The firm exports its products to companies in the fashion and home decorating industries internationally. Emmanuelle is at a trade show and runs into Suzanne, one of the buyers for the largest home decor retailer in Australia.
-During the sales presentation to the Australian firm,Emmanuelle should most likely:
A)make adaptations based on the needs of the prospect
B)highlight features that show her firm's superiority
C)set a price high enough to leave room for negotiation
D)raise strong reasons for not purchasing from competitors
E)create a marketing campaign that will appeal to mass audiences

Question

Quizplus · Accepted Answer

Emmanuelle should make adaptations based on the needs of the prospect, in this case, the Australian home decor retailer. This will show that she is attentive to the needs of the prospect and willing to provide a customized solution that meets their requirements. By adapting her presentation to the needs of the prospect, Emmanuelle will be better able to position her firm's products as the best solution for the retailer's needs.

Emmanuelle Djubo Is a Sales Representative for a Firm That