Developing a customer focused sales strategy

Changing customers expectations The 1980s were marked by a growth in consumer spending and a housing boom. Easy access to credit made it possible for people to realise their dreams and encouraged them to spend. With the downturn in the economy came fear and uncertainty about unemployment and the harsh realities of recession left many consumers with debts and homes which had been transformed from investments to burdens. In the 1990s these experiences have left their mark on consumers. There have been changes in outlook…