Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 8

Assume you are a salesperson for the Japan Computer Corporation. You have finished your computer presentation, and the purchasing agent for Gulf Oil says, "Well, that sounds real good and you do have the lowest price I have ever heard of for a computer system. In fact, it's $200,000 less than the other bids. But we have decided to stay with IBM, mainly because $200,000 on a $1 million computer system is not that much money to us." Let's further assume that you also know that other than price, IBM has significant advantages in all areas over your product. What would you do