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Monthly Q and A

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Past Questions and their Answers

2013 Select a question to view its answer
April What do we mean when we say “all marketing is local”?
March In communication with customers it is important to surface their true needs. When probing for those needs, what is the best technique to use?
February Technical account team members are invaluable in conveying the detail aspects of your company’s products, and in steering customer personnel away from pitfalls. However, sometimes they create pitfalls. In what way does that happen?
January When encountering an obviously risk-averse, reserved and conservative customer or prospect the supplier personnel are often stymied on how to move forward. This type of customer typically over-analyzes, rather than make decisions on, recommendations or requests for commitment. How do you best proceed to cause some positive action?

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