June 1st, 2009 @ 11:30 am
Scenario: There are two competitors in an account with identically-priced products. Sales rep “A” has a product that better matches the customer’s business need. Sales rep “B” has a product that’s not quite as good at meeting the customer’s business need. However, the customer prefers to do business with sales rep “B” rather than sales rep “A”.
(Note: please vote in the poll, then click on the link below the poll.)
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Geoffrey James
Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men's Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and (of course) BNET. He is the author of seven books, including Business Wisdom of the Electronic Elite (translated into seven languages and selected by four book clubs), and The Tao of Programming (widely quoted on the Web as a "canonical book of... more »
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