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Sat.Dec 05, 2009 - Fri.Dec 11, 2009

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Decision Makers Like Details

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DECEMBER 8, 2009

I recently participated in a group to evaluate the effectiveness of sales materials produced by an insurance company. The group included people of diverse professions, ages, and life experience. Yet it was interesting to see how quickly they reached consensus on one factor: which document had the most appeal, especially for motivating a purchase decision.

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