November 2010
Beginner
280 pages
6h 49m
English
Content preview from The Secrets of Success in Marketing
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7
Service charge is extra
ONE CAPITAL GOODS COMPANY used to include services like
installation, maintenance and support as part of the overall
purchase price as part of an incentive to buy – a decision that
was popular with the salesforce. When research indicated that
their customers found these services valuable and would be
willing to pay for them, sometimes from third-party suppliers,
the company set up a service division, developed a portfolio
of chargeable services and launched them. Within a year, that
division became the most profitable in the company and the
salesforce suffered no loss of business.
Extend a product with service
The
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.