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Story: Small firms baffled by telecoms terms

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Posted by: Tim B (Tuesday 14 June 2005, 12:37 PM)

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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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