Emmanuelle Djubo Is a Sales Representative for a Firm That

question 12

Multiple Choice

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.
-Emmanuelle is able to use an adaptive selling method with the Australian buyers because she has made an effort to understand their needs,she pays attention to the details of the contact she makes with the buyers,and:

• A)she is an expert in the products she is selling
• B)she speaks to them with an Australian accent
• C)she establishes rapport by mentioning her visits to Sidney and Canberra
• D)she focuses on benefits,not just features of her products
• E)she makes sure to present to them in person only so she can control all aspects of her presentation

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Definitions:

Shopping Outlet

A retail store or complex that sells goods directly from manufacturers at reduced prices.

Standard Deviation

A measure of the amount of variation or dispersion in a set of values, indicating how spread out the values are from their mean.

Variance

A measurement of the spread between numbers in a dataset, indicating how much the values differ from the mean.

Standard Deviation

A measure of the amount of variability or dispersion of a set of values.