In "Show and Tell That Sells" industrial buyer Regina Conner describes how visiting the production facilities of potential suppliers can make a significant difference in purchase decisions.
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Q5: Quantifying the solution is most important when
Q6: On average people immediately forget 50 percent
Q7: Customer value proposition is another name for
Q8: The recommended approach for showing trends and
Q9: The longer the payback period, the better
Q11: Since a buyer's RFP contains specifications for
Q12: Unless you can get the buyer actively
Q14: To make the buying process more competitive,
Q15: One of the most effective methods of
Q32: Net present value analysis allows a buyer
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