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...insurance agent won the account. A short time later, the insured was in an auto accident that required several weeks f...ar, the insurance agent rejected the rental bill, saying, 'I didn't know you w...

... either because they don't have what's needed or are willing to sell a lower-priced product to make the sale. It doesn't take customers long to figure out what happened. Once they discover they've been tricked, they'll go elsewhere. The insurance agent won the account. A short time later, the insured was in an auto accident that required several weeks for the repairs to be completed. When the customer rented a car, the insurance agent rejected the rental bill, saying, I didn't know you wanted that coverage. It was clear that ... as they shop for her laptop computer. The salesman takes time to ask pertinent questions to learn how the computer will be used. Only after the fact-finding is complete and he has their confidence does he begin to discuss the actual computers. He evaluates each one in terms of their needs. Unlike many computer salespeople, who immediately turn on the machines and go into a demonstration that leaves the average customer feeling confused and inadequate, the Staples salesman helps the father and daughter select the laptop that seems most appropriate. When they walk ... the salesperson responds, a relationship develops that ends in making more sales. 3. Customers expect single-source service. Time is disappearing. As it becomes more scarce, a discernible trend to avoid unnecessary coordination of services is growing. Take, for example, the way autos are manufactured today. Rather than buying parts and assembling the components, modern companies purchase the components after assembly. Seats are bought this way, for example. This type of dramatic change is taking place in businesses of all sizes where the goal is to simplify ...