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 the above.

Question

Quizplus · Accepted Answer

Securing the support of the Vinson Mountain branch manager will provide credibility and support for the proposal to the home office. This will make it more likely for the executives to approve the purchase of the printers and copiers. Sending just a product catalogue and skipping the needs identification process may not address the specific needs of the local office, and including a clause stipulating no competitive bidding may not be appropriate or necessary. Therefore, the best choice is to focus on building relationships with the local branch and seeking their support.

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