- The same pattern showed up in another study, where more than six hundred salespeople responsible for women’s products completed a
questionnaire that revealed whether they were givers: did they try to offer the product that was best suited to customers’ needs? When
researchers tracked their sales revenue, the givers initially had no advantage. As they came to understand their customers, the givers
pulled further and further ahead. By the third and fourth quarters, the givers were bringing in significantly more revenue. The givers
gathered more information about customers’ needs and were more flexible in how they responded to customers.
michael s
(Michael S)
#1