Does customer orientation sell more?
Does customer orientation sell more? — what studies show, and what they don't.
The research
Saxe and Weitz (1982, Journal of Marketing Research) link customer orientation to performance in long-term relationships.
The limit
Self-reported scale. (our executive and employee training programmes)
Practical check in Neuchâtel
Split your portfolio into one-off and long-term relationships and adapt discovery time. To go further: explore the High-Value Selling training in Neuchâtel, or browse our executive and employee training programmes in Switzerland.
In pictures: High-Value Selling in Neuchâtel
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