Question

Ridha is selling a $200,000 computer system to a large accounting firm. As the seller, he needs to improve his offer to close the sale. How could he enhance customer delivered value?

A. Ridha could minimize the training offered to accompany the system.
B. Ridha could make it harder to evaluate and compare his company's product to competitors' products, and thus, minimize unfavorable comparisons.
C. Ridha could lower the value/price ration for the customer.
D. Ridha could explain the extraordinary quality and value of his system and then threaten to leave the customer's office without allowing the customer to buy.
E. Ridha could enhance the image of the product and offer special servicing.

Answer 1

To close the sale, Ridha could increase the value delivered to the customer by enhancing the product's image, offering special servicing, providing additional training, or improving the service and support terms. It's important for Ridha to focus on truly understanding and meeting customer needs in a professional manner.

Step-by-step explanation:

To enhance customer delivered value and close the sale of a $200,000 computer system to a large accounting firm, Ridha has several options. However, the best options will likely involve providing added value without significantly increasing the cost or reducing the quality of the offer. For instance, Ridha could enhance customer delivered value by:

• Offering additional training to ensure that the firm's employees can make the most of the new system.
• Improving the service and support terms, potentially including extended warranties, quicker response times for technical support, or dedicated account manager resources.
• Lowering the price/value ratio by either reducing the price or by adding more features and benefits without increasing the price.
• Enhancing the product's image through better branding or marketing efforts, which could also include highlighting any unique features or compliance aspects of the computer system that are essential to the accounting firm.

It is important to note that strategies like making it harder for the customer to compare the product with competitors (Option B) or threatening to leave without a sale (Option D) are typically not professional and could damage the relationship rather than enhance value. Instead, focusing on truly understanding the customer's needs and how the product can meet them is crucial for a successful value proposition.