Page 194 - Company Excellence

Part III: Chapter 7 ‐ What customers really like

The match(ing) plan of this chapter

• You will read that and how the matching concept can also be
used to optimize customer contacts.
• You will learn how you, and above all your sales staff, can
recognize the customer's expectations and wishes even
more precisely and offer him or her the greatest possible
benefit in the conversation by dealing with the customer in a
way that is appropriate to his or her type.

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