You are making a pitch to a new customer. You know that two of your most direct competitors have already been in a head of you. You know that your product is very close to the others and the buyer may not even discern a difference between the three. There is very little margin to play with.
The buyer has multiple locations in multiple states and has a single distribution center. The buyer has been in business a very long time and prides their selves as being the quality player in their arena.
Based on this scenario which of the following tactics will you use to secure the sale?
A. Under cut whatever price is on the table.
B. Offer to match the price on the table and freeze the price for 2 years.
C. Low ball the price but only if bundled with another product with margin.
D. Offer co-op marketing dollars.
E. Offer to drop ship at each location.
F. Pass.
G. Something else. Which is....
Please comment on these sales tactics or post your own solution to this sales quiz.
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