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Posted 13 Apr, 2017

A large supplier of car and truck rental services was facing increasing involvement of procurement and competitive price pressures who were willing to win business at lower prices and use signing bonuses to buy market share. These challenges created an environment in which Sales fell increasingly commoditized. By quantifying the financial value of the client’s offering and the different needs of the buying center, Holden Advisors was able to put together a training program that helped sales defend their value and prices from procurement and competitive pressures.

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