II
The Customer Representative
Solve real problems. People don’t argue the cost of a fire hose when their house is on fire.
— Steve Johnson
Quick Quiz
To connect to Part II, answer each of the following statements by checking the Agree or Disagree column. The answers are shared in the Part II Summary.
Statement |
Agree |
Disagree |
|---|---|---|
People buy, hire, or absorb products to solve their problems, not for the features that products have. |
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|
If you ask customers what product they need, the only answer you get is “faster horses.” |
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There is always a product, a customer, and a producer, but they are not always easy to define. |
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The best ... |
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