You have been working with your customer on a solution and have identified the business value
for the key decision makers. The next major step is to negotiate the deal with the customer to be
able to progress to a purchase order. What will you do to keep control of the negotiation
discussions?

A.
Adopt a firm stance on your proposal, refusing to make changes.

B.
Establish all of the customer’s requirements (e.g., specification, lead-times, support costs,
payment terms) before negotiating.

C.
Start to negotiate the deal and then establish all of the customer’s requirements (e.g.,
specification, lead-times, support costs, payment terms).

D.
Submit your offer to the customer before knowing their intended investment level.

Explanation: