haku: @author McCune, J. C. / yhteensä: 13
viite: 9 / 13
| Tekijä: | McCune, J. C. |
| Otsikko: | A perfect sleeper |
| Lehti: | Management Review
1994 : AUG, VOL. 83:8, p. 19-24 |
| Asiasana: | |
| Vapaa asiasana: | TELEFONVERKAUF |
| Kieli: | eng |
| Tiivistelmä: | 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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