In this guide to one-to-one selling, the authors argue that with increasingly interactive media, it now makes more sense to sell as many products and services as possible to one customer, than to just sell one product to as many customers as possible. Chapters cover such subjects as: how to identify and capitalize on customer differences; how to increase the share of valuable "lifetime" customers; how to treat different customers differently; how to anticipate what your customer wants; how to get customer feedback; how to remove distribution barriers; and how to implement the one-to-one marketing philosophy in your company.
- ISBN10 0749918144
- ISBN13 9780749918149
- Publish Date 26 March 1998 (first published 27 December 1996)
- Publish Status Out of Print
- Out of Print 20 December 2004
- Publish Country GB
- Publisher Little, Brown Book Group
- Imprint Piatkus Books
- Edition New edition
- Format Paperback (UK Trade)
- Pages 464
- Language English