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"Selling the Customer"
Author: Peterson, H. Val
Published In: Facilities Manager
Date: November/December 1999

Focus on Management column.  Facilities managers can learn from salespeople who understand that you must sell yourself as individuals (and as a service department) to earn customers' respect, trust, confidence, and approval for services.  Describes how to be successful salesperson, emphaszing functioning as a consultant, being enthusiastic, being organized, building a bond, focusing on customer, and providing expertise.

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