Should the company adopt a mix of both strategies

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Reference no: EM132277548 , Length: word count:500

Developing a Winning Mindset

Case study - A medical device company ponders how to change its relationship with a key customer.

Case - Escaping the Discount Trap by Eric T. Anderson

Questions:

1. Is Augusto's approach right

2. Should the company adopt a mix of both strategies

3. Should the company abandon " solutions selling " for some of its customers

4. What can we do in our context , in terms of furthering our solution selling

Reference no: EM132277548

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