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| Author: | McCune, J. C. |
| Title: | A perfect sleeper |
| Journal: | Management Review
1994 : AUG, VOL. 83:8, p. 19-24 |
| Index terms: | |
| Freeterms: | TELEFONVERKAUF |
| Language: | eng |
| Abstract: | Friends told N. Barragan he was crazy when he decided if a company could sell steak by phone the he could do the same with mattresses. The challenge: to create an entirely new way to sell mattresses and then hold the lead as competitors enter the market. The solution: convince customers that customer service, well trained salespeople and delivery convenience are more important than the ability to test a mattress. |
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