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MANAGEMENT TOOLS FOR DEVELOPING COMPANY TALENT, SKILLS, AND PERFORMANCE - MANY PARTICULARLY USEFUL FOR BUSINESS DEVELOPMENT TEAMS
Competitor Low-Ball Pricing An Important Account - Options for How to Respond
Product Details
Almost everyone faces a competitor "making a run at a valuable customer through discounted pricing" that causes your historical pricing to appear abusive of your customer's trust. At such moments, we tend to panic, and all too promptly, lower our prices. This paper asks us to take a deep breath, and examine a number of contextual conditions, that should and can explain why our valued customer should keep us as their valued and trusted supplier.
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