TITLE

Prescription without diagnosis is malpractice

AUTHOR(S)
Meredith, Brian
PUB. DATE
March 2010
SOURCE
NZ Business;Mar2010, Vol. 24 Issue 2, p63
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
The article focuses on the core diagnostic and prescriptive philosophy for salespeople. The diagnosis of customer needs, wants or problems are identified as important for effective selling. Skilled questioning, careful listening, and appropriate responses to meet customers needs are required, the author says. He adds that it is important for the salesperson to identify and understand the needs of the customer for the mutual satisfaction of both parties.
ACCESSION #
48343720

 

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