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Understanding Customer Motivation

Get inside the customer's mind
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Understanding Customer Motivation combines self-study with real workplace activities to help you understand the key elements that motivate customers. You will learn specific techniques to encourage your customers to start or continue to do business with you and to provide them with the products and services that they need. Understanding Customer Motivation investigates the importance of creating value for customers, why customers buy, the impact and influences of buying objectives, the four customer types, adapting the selling process, and a process for identifying value opportunities in your business.
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What's in the ebook package?

Understanding Customer Motivation - eBook
  • Part 1:  Customer Motivation for Buying - Introduction
  • Part 2:  Psychology of Buying
  • Part 3:  Why Customers Buy  - Buying Objectives & Influences
  • Part 4:  Theories of Motivation
  • Part 5:  7 Service Principles
  • Part 6:  Customer Types
Tools & Job Aids
  • Interactive Activity Book containing:
  • Guided Activities
  • Your Personal Learning Journal
  • Skill Development Action Plan
  • Value Identification Tool
  • Job Aid - True Motivators Reminder Card

124 pages

activity book

free tools
& job aids

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