Customer relationships

no. 5/2018

Premium product, premium customer

Premium product, premium customer

Premium customers are very demanding. One of the fundamental elements which can decide success or failure in the luxury goods market is good research on the type of premium customers you are dealing with, what affects their purchasing decisions and their expectations of sales and service.

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no. 5/2018

Doing business with disabled clients: good practice

Doing business with disabled clients: good practice

In trade, we meet with different clients, including people with disabilities. So, it is worth finding out how to avoid awkward situations when contacting a customer with a disability.

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On-line only no. 5/2018

Clients from around the world: Great Britain

About 20% of the 65 million people living in the United Kingdom are foreigners. Of course, these proportions are much higher in London and other major cities than in other areas. Shakespeare's homeland has been attracting citizens of other countries for years. What makes this place so attractive? The combination of tradition, history, and attachment to the monarchy, with innovation, a cosmopolitan...

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no. 4/2018

10 prospecting practices that discourage potential clients

10 prospecting practices that discourage potential clients

Prospecting - the process of finding potential clients - is one of the salesperson’s most difficult tasks. It often requires conversations with unpleasant clients, and involves refusal and rejection. Interestingly, the clients themselves don’t like it either. Why? Because they don’t like salespeople? Or perhaps because salespeople apply practices that discourage potential clients?

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no. 3/2018

Effective sales in the global village

Effective sales in the global village
International clients can sometimes pose a challenge, and not only in terms of language. How can you communicate with them, what arguments should you use, and what sales techniques should you apply to be effective in the dynamically developing ‘global village’?
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no. 2/2018

B2B client loyalty

B2B client loyalty

Getting a new client doesn’t mean they will stay with you forever. Holding the client using provisions in the sales agreement isn’t a good solution either. What can you do to ensure that the business relationship you’ve built lasts for a long time and allows you to build a healthy business based on predictable income?

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no. 2/2018

7 habits of a highly effective networker

More and more often, we hear that in order to achieve strong sales, we need to build a large and strong network of contacts - to have people whom we can call and who can call us if they need advice, information, recommendations, or just a push in the right direction. So how do we build contacts which will create the social capital from which we can reap some profit?

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