17-11-2012, 11:22 AM
Understanding Buyer Behaviour
Understanding Buyer.pptx (Size: 52.97 KB / Downloads: 28)
Developing a Customer Strategy
The greatest challenge to salespeople in the age of information is to improve responsiveness
Different companies similar products, there salesperson should assist customer to perceive important difference…
The development of valuable, customer-specific services and information is the hallmark of value-added selling.
Adding value with a customer
Customer strategy is a carefully conceived plan that results in maximum customer responsiveness
Focuses on buyer behavior.
Emphasizes the discovery of individual customer needs.
Emphasizes building a strong prospect base.