Assume you are a salesperson for the Popular Computer Corporation. You have finished your computer presentation, and the purchasing agent for Shell-Canada says, “Well, that sounds really 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?

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Answer When the competitor is a wellestablished company like IBM we have to quote our pri... View the full answer