To overcome the many obstacles Medtronic faced in winning the large hospital’s business, Dominic worked diligently to demonstrate his dependability. He showed the hospital how his product would create efficiencies and he made himself available to the doctors 24 hours a day, seven days a week. In so doing, Dominic was practicing

value selling

Explanation:

When  sale agents or representatives  convince the purchaser by reinforcing  the reason why   the product  being marketed , will add values as a result of the purchase, or the magnitude of benefits that the purchaser will derive from the product, the agent is applying  value selling method.

The agent(Dominic) in this case is selling the values to the purchaser and not the product. Dominic made hospital to see the services the hospital will derive from the purchase, and the value the hospital may miss from not purchasing the product.

Thus Dominic tried to improve chances of selling his product, which may also influence the cost.