Women's swimwear designer Meli Kinaua'a designs high-end swimsuits.The suits are sexy in style,but fit a wide variety of body shapes and sizes,which is unusual in the high-end market,and tap into the luxury market.Sales director Jeannie Park sells the suits into boutiques at exclusive resorts and hotels.These boutiques usually already carry other high-end swimsuit lines.
-How can Jeannie use a consultative model to sell Meli Kinaua'a swimsuits to boutiques?

Question

Quizplus · Accepted Answer

Using a consultative model involves understanding the needs of the client and providing solutions that will address those needs. By finding out what needs the boutiques have that Meli Kinaua'a suits can fulfill, Jeannie can tailor her sales pitch to highlight the benefits of the suits for the boutique's specific clientele. This approach is more effective than simply pointing out the superiority of the suits or offering a discount. Developing new suits or considering mid-market boutiques may be options to explore after understanding the needs of the client.

Women's Swimwear Designer Meli Kinaua'a Designs High-End Swimsuits