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Afribrand, a firm that used to specialise in marketing products to street hawkers, was mystified when the new biscuits it supplied were simply not bought. After a while the reason became clear. Street hawkers traditionally bought broken, rejected biscuits from biscuit factories, so the new, whole, unscathed biscuits did not satisfy their needs. As a result, they simply did not buy them. To be able to sell their biscuits, Afribrand had to break them before selling them to the street hawkers! In other words, Afribrand realised that for exchange (sales) to take place, they had to satisfy the needs of their customers.

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16y ago

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