A customer walks into a ShipNow location with four boxes and a document envelope, all going to different destinations in different amounts of time with different security and notification needs.
-Sean,a ShipNow salesperson,has a meeting scheduled with Zippy Shoes,an online shoe retailer that ships hundreds of packages each day. Sean expects that price will be a significant barrier to closing the sale with Zippy Shoes. What should Sean most likely do to prepare for price objections?
A)Base the Zippy Shoes deal on prices offered to smaller ShipNow customers.
B)Calculate the commission on the Zippy Shoes deal to ensure that it is fair and equitable.
C)Refer all pricing questions to the ShipNow accounting department to ensure an accurate ROI.
D)Conduct a cost-benefit analysis to determine the savings Zippy Shoes should expect by using ShipNow.
E)Ask a supervisor for the authorization to set a range of shipping prices for Zippy Shoes that are based on industry standards.

Question

Quizplus · Accepted Answer

Conducting a cost-benefit analysis to determine the savings that Zippy Shoes can expect by using ShipNow would help Sean prepare for price objections. By demonstrating the value that ShipNow can offer, Sean can justify a higher price point and potentially overcome any price objections from Zippy Shoes.

A Customer Walks into a ShipNow Location with Four Boxes