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December 10, 2004
Beyond Product and Applications Knowledge
Key questions to gain unique advantage with customers
By John F. Monoky, Ph.D.
Many battles for customer loyalty are fought by distributors with an arsenal of product and applications expertise. This technical knowledge is critical, but increasingly it’s more difficult to sustain a competitive advantage on product solutions alone. This article outlines some key questions that give you insight into your customers’ key motivators and how you might capitalize from that knowledge.
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