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.
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.
Imprint | Sage Publications Ltd |
Country of origin | United States |
Release date | October 1993 |
Availability | We don't currently have any sources for this product. If you add this item to your wish list we will let you know when it becomes available. |
Authors | Edward F McQuarrie |
Dimensions | 230mm (L) |
Format | Paperback |
Pages | 192 |
ISBN-13 | 978-0-8039-4670-5 |
Barcode | 9780803946705 |
Categories | |
LSN | 0-8039-4670-8 |