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Account Management
Selling to Different Customer Types (Questionnaire and Interpretive Notes) [Item Ref. 123]
Summary
This document consists of a Customer Buying Style Questionnaire which provides eight factors to consider in determining the buying style of the customer. and therefore the customer type.5 types of customer behaviour are examined:
- The shop around customer
- The cherry picker customer
- The seeks partnership customer
- The preferred supplier customer
- The integrated supplier customer
An explanation of each buying style is provided along with methodology for selling to each customer tye.
Include this product in soft skills training material for use in company training and training and development programmes generally.
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