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  • What are the characteristics of the customer today in the B2B environment?

    The IoD West Surrey Branch sales forum held its second meeting on Thursday 16th July at the Y Centre in Guildford and the topic of discussion was ‘The Customer’.

    In brief we wanted to try and describe what today’s customer looks like and what he expects. Some very interesting information was presented by Hugh Stafford-Smith of SABA (7) Consulting who was the facilitator of the meeting.

    Like the March Hare, top executives have not got the time; they are under time constraints to produce and therefore what was acceptable many years ago in educating the sales person as to what the company did and the issues it faces are in the main no longer valid. The decision maker expects the sales person to be versed in what the company does, the issues it faces in that particular sector of the market and explain what remedies might be applied to help ...

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