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Real-Life Activities

Real-Life Decision Making

Telecommunications carriers lose two to four percent of their customers each year to competition. It's a telecommunications manager's job to keep that number as low as possible.

You're responsible for a number of large corporate accounts. One of your clients is expanding -- a trust company is opening an investment division in each of its branches. Three competing telecommunications carriers have also been asked for a proposal.

You have to decide how to shape your proposal. Price will be a big factor, but you also suspect the trust company is looking for technological solutions for a decentralized office arrangement. So what do you concentrate your proposal on? Competitive pricing and value or innovative service? Thousands of dollars a year is riding on your decision. What's it going to be?