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The Moment of Truth: A portrait of the IT market in Denmark (business-to-business)

This report describes in detail the Danish business-to-business market for IT network solutions. It is a comprehensive analysis of the sales process as seen through the eyes of the customer. The survey covers all phases of the sales process from initial contact to final contract and delivery of a complete network solution for a small business. The analysis is based on a survey of a number of suppliers of IT network solutions for small businesses companies.

Learn more about:

How the sales process is structured
The number of phases in the sale
Which questions the consultant ask
Which arguments the consultant employ
Which products the consultant expose and recommend
The use of written material
The difference between the respective distribution channels
Unique features in the Danish market for IT network solutions

This report has already been sold to the majority of operators in the Danish market IT network solutions.

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More information about the report