Story: Small firms baffled by telecoms terms
Posted by: Tim B (Tuesday 14 June 2005, 12:37 PM)
Well I have worked in the telecoms industry for 20 years. My girlfriend looks after a small office of around 15 staff.
When looking at a new PBX / Key system the people that came to see her assumed that she knew what lines, excahnge lines, camp on, digital analogue all meant. She works for a plumbing contractors!
What vendors need to do is simply LISTEN to requirements, EXPLAIN what features mean in terms of adding VALUE to a customer.
Perhaps vendors simply do not know how to sell any more.
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