MARKETING; CONNECT ACCESS
7th Edition
ISBN: 9781260985788
Author: Grewal
Publisher: MCG
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Question
Chapter 20, Problem 3CCS
Summary Introduction
Case summary:
Company A Incorporation is a software and hardware designing data storage company. Person V is the senior sales associate in that company. Company A engaged a new contract from Company B. It is a multimillion dollar contract for increasing company productivity levels and revenue for region.
Company A having record on providing high levels of customer service and standard quality. Company B is a part of Country U based consumer products firm. Person V and Person B discussed each other for a contract of software solutions. Then Person J from Company B does not impressed with that contract.
Company B wants a contract with low cost so they are looking for another three contracts. In which one firm offers the price of $7 million. Person B and Person J contacted Company A for final price negotiation of this contract and they need a final quote by 6th August.
To discuss: The important points to be considered in Person V’s presentations.
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