Analyze the following case carefully and answer the questions that follow:
A new furniture company has introduced a line of modern home décor products made from environmentally friendly materials. Although the concept is innovative, the company has been finding it difficult to attract and convince potential buyers. Consumers who walk into showrooms admire the designs but often hesitate when it comes to making purchase decisions. Many visitors seem influenced by cheaper alternatives available in the market. The company has invested in visual media promotions and partnered with local interior designers, but the overall sales remain far below expectations. Employees working in the showroom appear motivated but lack consistency in how they demonstrate the value of products. Some customers have raised concerns during conversations, and the staff's responses vary from one person to another. The leadership team is eager to establish the brand as a trustworthy name in sustainable furniture, but they feel their sales efforts are not aligned with this vision. They want the sales team to find ways of connecting better with potential customers and ensuring long-term loyalty in a competitive marketplace.
Questions:
a. Identify the difficulties faced by the company in establishing customer trust.
b. What role can product knowledge play in building stronger customer confidence? Discuss.
c. How can the presentation and demonstration process be made more impactful? Explain.
d. Suggest strategies for turning first-time buyers into loyal customers.
