The sales team has presented a detailed proposal to a company in the chemical industry for a production planning application. The customer expresses interest but is concerned about IBM's ability to deliver an application addressing very complex requirements. An appropriate next step for the technical seller would be:
A. Offer a fixed price contract
B. Suggest engaging IBM Global Business Services (GBS).
C. Discuss finance options from IBM Global Finance (IGF).
D. Offer to arrange reference call(s) with previous customers with similar challenges.
Answer:B
The sales team has presented a detailed proposal to a company in the chemical industry for a production planning application. The customer expresses interest but is concerned about IBM's ability to deliver an application addressing very complex requirements. An appropriate next step for the technical seller would be:
A. Offer a fixed price contract B. Suggest engaging IBM Global Business Services (GBS). C. Discuss finance options from IBM Global Finance (IGF). D. Offer to arrange reference call(s) with previous customers with similar challenges.