TITLE

Selling to dental professionals: The Technology Quotient

AUTHOR(S)
Rossomando, Edward F.
PUB. DATE
January 2009
SOURCE
Proofs;Jan2009, Vol. 92 Issue 1, p60
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
The article discusses the Technology Quotient (TQ) as it relates to selling to dental professionals. Everett Rogers classifies customers into five categories including innovators, early adopters, and late majority. The TQ is calculated for each dentist from a questionnaire that evaluates a dentist's awareness and knowledge of merchandise and used to place the dentist in Rogers' categories. The author asserts that categorizing a customer clearly may be beneficial to a salesperson.
ACCESSION #
36268203

 

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