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Apa yang disampaikan dalam workshop customer service sangat excellence.

Sangat menguasai materi karena telah mengalaminya sendiri.


Yoyok
Area Promotion PT So Good Food (Japfa Group)

Mantap! Setelah ikut workshop-nya Pak Ronald omzet Megakom Group naik tajam.
Janta
Pemilik Megakom Group (Jaringan toko komputer terbesar se-Riau)
Bapak Ronald memiliki pengalaman yang sangat luas di dunia service
dan kami menilai Bapak Ronald sangat expert.
Haris Sumarwoto
COO Muncul Group
(importir dan distributor mesin fotokopi rekondisi terbesar di Indonesia)

www.HendrikRonald.com
Penerbit
PT Gramedia Pustaka Utama
Kompas Gramedia Building
Blok I Lantai 5
Jl. Palmerah Barat 2937
Jakarta 10270
www.gramediapustakautama.com

Cover_The Power Of Service.indd 1

Hendrik Ronald

Nama Hendrik Ronald tercatat abadi sebagai salah satu yang paling
berpengaruh dalam perkembangan Rumah Warna.
Nanang SZ
Pemilik Rumah Warna (Franchise Fashion terbesar di Indonesia)

Bagaimana Cara Menjual 3 Kali Lebih Mahal


dan Pelanggan Justru Berebut

SANGAT LUAR BIASA dan menginspirasi saya dalam memimpin tim saya.
Contoh dan teknik yang dilakukan sangat mengena di kami.
Santalee
Ice Cream Haagen Dazs (MRA Group)

The Power of Service

You are among the VERY BEST!


Ron Kaufman
Pelatih service excellence No.1 Dunia; konsultan di balik kesuksesan Singapore Airlines
(maskapai dengan jumlah penghargaan terbanyak di dunia)

The Power of Service


Bagaimana Cara Menjual

3 Kali Lebih Mahal


dan

Pelanggan
Justru Berebut

Terbukti Berhasil
Lepas dari Perang Harga
You are the one and the only one.
Truly the best! Dahsyat!
Tung Desem Waringin
Pelatih Sukses No. 1 di Indonesia
Short articles are the easiest to read.
Hendriks short articles are
light and insightful. FANTASTIC!
James Gwee
Indonesias Favourite Seminar
Speaker & Trainer

Hendrik Ronald
9/27/13 5:36 PM

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