10 December 2001

Building Loyal Relationships

Want engaged customers? Start by engaging your sales reps.

by Benson Smith and Tony Rutigliano
Authors of Discover Your Sales Strengths (Warner Books, 2003)
Customer loyalty is at the core of the "value creation" proposition. High loyalty scores bode well for future growth. But what exactly is customer loyalty? How does loyalty relate to engaging customers? And what role does your sales force play in generating customer loyalty and engagement?
Tony Rutigliano, a Strategic Consultant with Gallup, is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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Benson Smith is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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See also
Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers
First, Break All the Rules: What the World's Greatest Managers Do Differently
Creating a Successful Sales Culture

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