Identifying the Customer

  • Philip R. Lund


For a great many new products, development tends to concentrate on design and production specifications. Inevitably there is a customer category in mind and advice is usually sought from the market place. Too often, however, this advice is given with no commitment to order and, too frequently, it is later found to have been worthless.


Secondary Motivation Selling Time Transport Manager Prospective Customer Attitude Money 


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Copyright information

© Philip R. Lund 1987

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  • Philip R. Lund

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