In the
Media
Selling
Points: Customer Duties
Appeared
in the Dallas Morning News, April
16, 2002
Sales workers should
write job descriptions not just for themselves, but for their customers as
well, says sales consultant Maura Schreier-Fleming of Dallas.
The strategy, she
said, can "ensure a solid working relationship.
"We learn what we
need to do. …Our customers learn what they should do," Ms.
Schreier-Fleming said. "Customer responsibilities range from asking
us for help to giving us help and whatever else you decide is critical for
a good working relationship."
Ms. Schreier-Fleming
advises that the best way to establish such a relationship is to talk to
customers first about the sales representative's responsibilities.
Then, she said, move the conversations into a discussion of what the
customer can do to support the sales rep.
"We love our good
customers," Ms. Schreier-Fleming said. "Let's help more of them succeed at
their job by writing their job description."
Reprinted with
permission of the Dallas Morning News.
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