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Knowing Your Customer
In the past, psychology-of-selling texts have advocated
grouping customers according to their moods, appearances or actions. This
resulted in classifying customers as stubborn, timid, deliberate, easy,
quiet, slow, impulsive, etc. As a matter of fact, people cannot and should
not be classified at all. Customers' buying moods vary just as much as any
other aspect of their lives, so a "stubborn"; customer one day
can be an "easy"; customer at another time.
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