Reference no: EM131232860
Your company sells commercial playground equipment. The chief marketing officer just made a big announcement: The firm made its first sale to a national chain of daycare centers! Knowing that the CMO tried for years to win this contract, you asked: "What did your team do differently this time to ensure success?"
Select the statement(s) he made in answer to your question.
a. I made sure that every component of our swings and slides would stand up to this customer's in-depth benefit review.
b. In the past, we never got beyond the third stage of their buying decision process. I fixed that by showing them our stellar service and delivery record.
c. This customer puts a premium on product availability. This time we succeeded in the fifth stage of their buying decision process by guaranteeing that any item ordered would be available within 24 hours.
d. I made sure that every component of our swings and slides would stand up to this customer's in-depth value analysis.
e. In the past, we failed in the fourth stage of their buying decision process by insisting on a sole-source deal. Since this customer buys playground items from several vendors, I clarified that we are open to multiple sourcing arrangements.
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