Mary gets copies of sales orders from Steve，John，Helen，and other salespeople.When she gets the orders，Mary talks to the salespeople about the customers.It is part of Mary's job to find out how customers are using her company's products.Mary tells customers，"I'm in the information business.My job is to give you any information you need about our products and how they're used."
Mary keeps files2 of information about products and customers.Files are groups of documents set up to make it easy to find any document or record which is needed.In her files，Mary has printed sheets about her company's products.These printed sheets about the things the company makes are called product literature.3 Product literature tells about the things the company makes.The literature also tells what the products do.The idea is to show how products help customers who use them.
"Customers don't buy products，"Mary says."They buy results." Mary explains that it is her job to help customers get results.Results are what the products do for the customers.Customers buy products for what the products do.
Mary has a list of all the company's customers.When she receives copies of orders，Mary checks them to see if there are any new customers.Mary also checks to see if any old customers are buying products they have never bought before.When Mary's company sells a new product that has not been made before，Mary checks orders to see which customers buy it.
Any time customers buy products they have not used before； Mary calls to see if she can help.Mary asks if the customer needs information.She also asks how the customer is using the product.Mary puts information in her files on how customers use her company's products.