Question

Dawn, a sales executive at Wind Homes Ltd., sells building materials to the construction contractors in New Jersey. She is able to achieve her annual sales target for wooden planks, but the sales of wooden joineries are far below the set target. Dawn tries to push the stock of these additional construction materials to all her existing customers. Identify the strategy being used by Dawn in this scenario

Answer 1

Dawn is employing a cross-selling strategy to try to sell wooden joineries to her existing wooden planks customers. This is akin to firms on a Main Street strategizing to optimize market share through spatial adjustments, reflecting competitive sales tactics in business scenarios.

Step-by-step explanation:

The strategy being used by Dawn in this scenario is known as cross-selling. This is a sales technique used by salespersons to sell additional products or services to existing customers. In this case, Dawn is leveraging her relationships with clients who purchase wooden planks to also sell them wooden joineries, despite the joineries being below the target sales figure.

Analogously, in the hypothetical scenario of two firms on Main Street, Firm A and Firm B are both trying to capture more market share from each other. The movement strategies they employ, such as intervening opportunity and leapfrogging, although related to physical location adjustments, reflect a broader thinking where businesses strive to outdo competitively, similar to Dawn attempting to amplify her sales through additional offers to her clients.