Staying in touch with the customer can help distinguish you from your
competitors. The most important aspect of your behavior is the degree to which
you are successful in generating the pull effect. Building a loyal, long-term rela-
tionship can lead to future purchases and, more important, new referrals.
Systematic Marketing
The Benefits Come First
You appreciate the features of your products from a seller’s point of view. Each
customer sees a product differently. Customers are interested mainly in how they
will benefit from the products they are about to purchase. They will be less inter-
ested in features, such as anti-reflective c
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