As a marketing or sales professional, knowing your customer is vital for success. Taking extra care to understand what your customer values will help you to communicate in an effective manner with him or her. Customers want to receive assurance about certain things before they purchase a product or invest in a service. They may want to know that a product or service is reliable, will remedy a certain problem or has an extensive warranty in place.
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http://www.associationofmarketing.org/articles/view.php?article_id=14640
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