Customer Visits Building a Better Market Focus

Drawing on best practices found at leading technology firms, this book offers a complete guide to all aspects of planning and executing a programme of customer visits, and explains how these can assist new product development and the improvement of customer satisfaction. A wealth of specific advice is offered on topics such as: kinds of objective; how many customers to visit; how to prepare a discussion guide; how to coordinate visits with the sales force; how to build rapport; effective and ineffective questions to ask customers; and traps and pitfalls in the analysis of data from visit programmes.McQuarrie, Edward F. is the author of 'Customer Visits Building a Better Market Focus' with ISBN 9780803946705 and ISBN 0803946708.