Selling in 3-D
Journal Article
·
· Fortnightly; (United States)
OSTI ID:5310071
- IBS Group, Brookfield, WI (United States)
The ideal in marketing is to strike a balance between a customer's success and a utility's profitability. This article describes a three-step process for getting and keeping a customer. The process focuses on understanding a company's goals as well as the future directions of the industry the company is in. It also stresses understanding the political structure of a company, and using that to advantage in trying to sell products and services to a prospective client. This method goes beyond the more normal selling procedure of simply trying to solve companies' problems in exchange for a sale.
- OSTI ID:
- 5310071
- Journal Information:
- Fortnightly; (United States), Journal Name: Fortnightly; (United States) Vol. 132:2; ISSN FRTNE8
- Country of Publication:
- United States
- Language:
- English
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