{
  "title": "Comparing offers: do the easiest criteria to assess take precedence?",
  "url": "https://www.shr.swiss/blog/comparaison-offres-criteres-faciles-a-comparer-sion-en",
  "language": "en",
  "datePublished": "2024-09-25",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "A technical advantage can be critical to operations yet difficult to assess during purchasing. Research points to the importance of the benchmarks that help customers judge it.",
  "section": "Research",
  "topic": "High-Value Selling",
  "place": {
    "name": "Sion",
    "region": "Valais",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Christopher K."
    },
    {
      "heading": "The benchmark that makes an advantage interpretable",
      "point": "Christopher K."
    },
    {
      "heading": "The premature conclusion",
      "point": "One might conclude that every proposal should include a comparison table."
    },
    {
      "heading": "What the evidence does not demonstrate",
      "point": "These studies examine judgements and preferences in experimental settings, not the results of sales teams in Sion."
    },
    {
      "heading": "A practical check in Sion",
      "point": "As part of SHR — Swiss Human Resources' « Vente à forte valeur ajoutée » programme, an exercise in Sion could focus on a difficult-to-assess attribute: hydropower equipment availability, response time in healthcare, water consumption of a viticultural system or downtime of an Alpine tourism installation."
    }
  ],
  "sources": [
    {
      "authors": "Hsee",
      "year": "1996",
      "source": "Organizational Behavior and Human Decision Processes"
    },
    {
      "authors": "Bazerman",
      "year": "1999",
      "source": "Psychological Bulletin"
    }
  ],
  "wordCount": 438,
  "image": "https://www.shr.swiss/img/blog-Training-High-Value-Selling-Sion-comparaison-offres-criteres-faciles-a-comparer-sion-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/comparaison-offres-criteres-faciles-a-comparer-sion",
    "en": "https://www.shr.swiss/blog/comparaison-offres-criteres-faciles-a-comparer-sion-en",
    "de": "https://www.shr.swiss/blog/comparaison-offres-criteres-faciles-a-comparer-sion-de",
    "it": "https://www.shr.swiss/blog/comparaison-offres-criteres-faciles-a-comparer-sion-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation-vente-forte-valeur-sion",
    "city": "https://www.shr.swiss/formations-ville/sion",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}