Assume you are a sales engineer for a cloud computing company. You have finished your presentation, and the purchasing agent for a big oil firm says, “Well, that sounds real good and you do have the lowest price I have ever heard of from a cloud computing vendor. In fact, it’s $200,000 less than the other bids. But we have decided to stay with our current supplier, mainly because $200,000 on a $1 million system is not that much money to us.” Let’s further assume that you also know that other than price, their current supplier has significant advantages in all areas over your service. What would you do?

Aviation by Geoffrey

Chapter 11. Welcome Your Prospect’s Objections

Initial Postings: Read and reflect on the assigned readings for the week. Then post what you thought was the most important concept(s), method(s), term(s), and/or any other thing that you felt was worthy of your understanding in each assigned textbook chapter.Your initial post should be based upon the assigned reading for the week, so the textbook should be a source listed in your reference section and cited within the body of the text. Other sources are not required but feel free to use them if they aid in your discussion.

Also, provide a graduate-level response to each of the following questions:

  1. Assume you are a sales engineer for a cloud computing company. You have finished your presentation, and the purchasing agent for a big oil firm says, “Well, that sounds real good and you do have the lowest price I have ever heard of from a cloud computing vendor. In fact, it’s $200,000 less than the other bids. But we have decided to stay with our current supplier, mainly because $200,000 on a $1 million system is not that much money to us.” Let’s further assume that you also know that other than price, their current supplier has significant advantages in all areas over your service. What would you do?