4. Sue Sacks and other members of the advanced solutions team found that the consultative approach resulted
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4. Sue Sacks and other members of the advanced solutions team found that the consultative approach resulted in meetings with people higher in the customer’s organization. “We get to call on a higher level of buyer,” she said. Also, the team was more likely to position the product with a value-added strategy instead of a price strategy. In what ways did the advanced solutions team members add value to their product? Why was less emphasis placed on price during meetings with the customer?
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Selling Today
ISBN: 9780618345878
12th Edition
Authors: Gerald L. Manning, Michael L. Ahearne, Barry L. Reece
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