This report describes in detail the sales process in the business-to-business market for mobile phones in Sweden as experienced by the customer. It is a comprehensive analysis of all phases of the sales process, from initial contact to final contract. The survey and analysis is based on XX visits to shops across Y different chains of both specialist and operator owned shops.
The report provides answers to questions such as:
The average duration of the sale
How the sales assistants prioritise time spend with customer
What role the operators play
The role the terminals play
Which products do the sales assistants expose and recommend
The use of POS material
The difference between different distribution channels.
What features are unique to the Swedish market.
This report has already been sold to each of the network operators in the Swedish mobile market and a number of other operators.
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