Selling to Tough Customers
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Uses a police lineup of four "tough customers" to present vignettes which demonstrate techniques for dealing with difficult sales situations. Identifies four common customer types as the complainer, the know-it-all, the indecisive, and the unresponsive. Suggests attempting to assess the customer's personality and modifying one's own behavior to overcome personality conflicts. Concludes that a fundamental selling skill is the ability to judge a customer's personality and respond flexibly.
Complete catalog record
, Uses a police lineup of four "tough customers" to present vignettes which demonstrate techniques for dealing with difficult sales situations. Identifies four common customer types as the complainer, the know-it-all, the indecisive, and the unresponsive. Suggests attempting to assess the customer's personality and modifying one's own behavior to overcome personality conflicts. Concludes that a fundamental selling skill is the ability to judge a customer's personality and respond flexibly.NOTE: Two (or more) records have been merged together to create this data.
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- 16mm Filmography (legacy record) — title, creator, length, format, color, sound, description, catalog record
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