Does customer orientation hurt sales?

Does customer orientation hurt sales? — what studies show, and what they don't.

The research

Study: Franke & Park (2006, Journal of Marketing Research)

The limit

Single context; replicate before generalising. (our executive and employee training programmes)

Practical check in Lugano

Define one measurable indicator, test for a month, compare. To go further: explore the High-Value Selling training in Lugano, or browse our executive and employee training programmes in Switzerland.

In pictures: High-Value Selling in Lugano

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