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Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy
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Description
Description| Publisher | McGraw-Hill Education |
| Author(s) | Bill Stinnett |
| Published | 22nd November 2004 |
| Related course codes |
How to capture customers by learning to think the way they do
The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers "just don't understand our business".
Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys.
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