Dale Carnegie Focuses on Business Customers

Questions for Discussion

1. How would you apply Dale Caenegie’s methods if you were trying to make a sale to a
company with a large buying center?

If I was trying to make a sale to a large buying center, I would do go by Dale Carnegie's
philosophy and I would listen to the people. Like in a company, it is helpful for managers
and executives at all levels to walk around the workplace and be visible so they are
aware of their employees concerns, feelings and overall moods. It would be also such a
great help if we listen to other’s opinion since we will know what strategies we should do
and listening is important in close relationships.

2. From a marketing perspective, why would people who work for the U.S. Department
of Veteran Affairs be as interested in taking a Dale Carnegie course as people who
work for American Express?

It is important that the members of the Department of Veteran Affairs understand how to
associate with their co-workers and with their citizenries since government offices have
customers to serve as well.

3. Which concerns of business customers should Dale Carnegie’s marketers pay close
attention to when selling training services to a company like American Express?

Dale Carnegie marketers should pay close attention to quality and service since
good customer experiences boost repurchase probability and long-term loyalty. A
quality mind set would not just be about great products or services but also in the
manner by which work was done and people were treated. Quality speaks for itself and
customers would be ready to handover competitive advantage to any company that
provided excellent quality.