Question 1 10 pts You are in a sales negotiation with a client. Your job is to sell the capabilities of experts to assist firms with large projects (implementation of Salesforce or WorkDay). You have three candidates to position with a very important client, Saxle Enterprises: 1) Sally, 30-year experience, MBA, three implementations in the last five years your cost $125/hour 2) Kevin, 20-year experience, Bachelor's Degree, two implementations in the last six years - your cost $100/hour 3) Dexter, 10-year experience, MBA, one implementation in the last three years your cost $75/hour Your client is a large fortune 100 firm. They need Sally due to the complexity of the situation. You and the client agree that Sally is the right choice. NOTE: You feel the top-of-market retail price is $180/hour. What would be your opening offer? O $200 because you expect some negotiation and $200 allows you to stay in the range of reason yet set a higher target. O $180 because this is the higher price in the market and you feel that you should settle somewhat lower due to competition O $175 because this is a good client and you want to keep them happy. So you offer incentives early to build a relationship O Ask the customer to set a market price in their mind. Then, you follow up with your price to try and accommodate it.