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Humanize Your Selling Strategy
內容大綱
Mackay Envelope Corp. of Minneapolis has gained steadily in sales and market share by stressing salesmanship and focusing on the individual customers. Through building personal relationships and through research, Mackay develops elaborate files on customers and potential customers - not only business data but also information on each contact's education, family, particular interests, and life-style. The goal is to focus on the individual across the table. Such attention to detail requires well-trained, alert salespeople. Harvey Mackay himself spends evenings with candidates and their spouses and tests them with long telephone conversations. Once hired, they routinely take Dale Carnegie and Toastmasters courses. The company rewards top performers for collaborative work as well as for landing big contracts.