Customer Visits: Building a Better Market Focus

ISBN: 9780761908845
Publisher: SAGE Publications, Inc
Edition: 2nd
Publication Date: 1998-04-02
Number of pages: 264
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DESCRIPTION

Drawing on best practices found at leading technology firms, this book offers a complete guide to all aspects of planning and executing a programme of customer visits, and explains how these can assist new product development and the improvement of customer satisfaction.

A wealth of specific advice is offered on topics such as: kinds of objective; how many customers to visit; how to prepare a discussion guide; how to coordinate visits with the sales force; how to build rapport; effective and ineffective questions to ask customers; and traps and pitfalls in the analysis of data from visit programmes.

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