Counter sales: defining the role: know what customers expect from you.(JOHNSON on Distribution Management)

As a counter salesperson, when customers walk through the door, you are generally the person they are looking for. These customers want to place an order and expect you--the counter salesperson--to take care of them. Although this encounter is usually brief, let's examine what the customers' overall expectations may be. What do customers expect of counter sales professionals? Since the customers' perceived value of you as a supplier drives their expectations, knowing the answer to this question is important to meeting expectations and building relationship equity.

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