TITLE

Customer-focused selling

AUTHOR(S)
Davis, Kevin
PUB. DATE
March 1999
SOURCE
Executive Excellence;Mar1999, Vol. 16 Issue 3, p15
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
Provides customer-focused selling strategies. Characteristics of successful salespeople; Steps in buy-learning; Role of salespeople in knowing the discontent and needs of customers; Guidelines in negotiating commitment with customers; Advice in cultivating customer satisfaction.
ACCESSION #
1701875

 

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