In a new-task or modified-buy situation, if no firm has an advantage over another, the bid is often awarded to the salesperson who spends the right amount of time with the right person.

Question

Quizplus · Accepted Answer

In a situation where no firm has an advantage, the salesperson who spends the right amount of time with the right person has a better chance of winning the bid because they are able to build a strong relationship and better understand the customer's needs.

In a New-Task or Modified-Buy Situation, If No Firm Has