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The Lebanese Leather Company 4 poin manufactures and markets a wide range of luggage including suitcases, handbags, and priefcases. The company is prganized into two divisions - consumer and industrial. The consumer division sells mainly

The Lebanese Leather Company 4 poin manufactures and markets a wide range of luggage including suitcases, handbags, and priefcases. The company is prganized into two divisions - consumer and industrial. The consumer division sells mainly

Principles Of Marketing
Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
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The Lebanese Leather Company 4 points manufactures and markets a wide range of luggage including suitcases, handbags, and briefcases. The company is organized into two divisions - consumer and industrial. The consumer division sells mainly through retail outlets whereas the industrial division markets direct to companies, who buy luggage (especially briefcases) for use by their executives. As a salesperson for the industrial division, Sami has been asked to visit a new potential client to sell him briefcases. The potential customer is Youssef Al Foulani, the managing director (and owner) of a medium-sized engineering company in Beirut. However, trying to develop a Presentation Strategy, Sami should: * Become a product expert. Discover Youssef Al Foulani's needs. Prepare the call objectives. Recognize the closing clues.
Transcribed Image Text:The Lebanese Leather Company 4 points manufactures and markets a wide range of luggage including suitcases, handbags, and briefcases. The company is organized into two divisions - consumer and industrial. The consumer division sells mainly through retail outlets whereas the industrial division markets direct to companies, who buy luggage (especially briefcases) for use by their executives. As a salesperson for the industrial division, Sami has been asked to visit a new potential client to sell him briefcases. The potential customer is Youssef Al Foulani, the managing director (and owner) of a medium-sized engineering company in Beirut. However, trying to develop a Presentation Strategy, Sami should: * Become a product expert. Discover Youssef Al Foulani's needs. Prepare the call objectives. Recognize the closing clues.
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