Emmanuelle Djubo Is a Sales Representative for a Firm That

question 33

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 has made an initial approach to the largest home goods retailer in Australia and has gained some basic information about the retailer's buying process. She has also made contact and established rapport with key buyers for the retailer. What is Emmanuelle's next step in the presentation plan to the retailer?

• A)making an initial introduction so the buyers know who she is
• B)talking to the buyers to determine their needs
• C)asking for the sale
• D)making a formal sales presentation,including presenting benefits
• E)negotiating the price the retailer will pay

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Definitions:

Central Processing

A cognitive processing route that involves careful and thoughtful consideration of persuasive message content.

Peripheral Processing

A mode of information processing in persuasion that involves focusing on superficial cues rather than the central content of the message, often leading to temporary attitude change.

Need For Cognition

A tendency to engage in and enjoy effortful thinking, analysis, and mental problem solving.

Personal Relevance

Degree to which people expect an issue to have significant consequences for their own lives.