Titlebook: How to Appreciate Your Customers; B. H. Elvy Book 1995 Palgrave Macmillan, a division of Macmillan Publishers Limited 1995 controlling.cul

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misanthrope

Managing Customer Appreciation,ing to them in a manner that will improve customer relations. These need to be codified and adopted as an essential aspect of company policy. In this and in succeeding chapters, we shall discuss how this may be achieved. What is required is a programme for the introduction of customer appreciation.

謙卑

Field Sales Service, the service that is provided to business customers by the internally-based sales staff of industrial firms. We must now turn our attention to the third and extremely important sphere of customer-contact — that of the company rep calling on commercial customers.

真繁榮

Supporting Field Sales,are capable of applying the principles of customer appreciation, can provide for their company a unique competitive advantage. But the degree of success achieved by a sales team ultimately is dependent on the capability of the field sales manager.

bleach

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慷慨援助

助記

,The Supplier’s Situation,In order to appreciate why the emotional needs of buyers are so often disregarded, we must now examine some of the circumstances that frequently prevail on the supplier’s side and which contribute to this situation.

CIS

Introduction,Yet the competitive quality of goods or services provided, or the prices asked for them, is not always the most significant. It is a lack of appreciation of the individual shopper — or commercial buyer — that largely accounts for a draining away of customer loyalty.

nerve-sparing

,The Buyer’s Needs, do so). But economies of scale require the elimination of variables, as Henry Ford realised when he told the American public that they could have any colour car they wanted provided it was black. In pursuit of the manufacturing ideal of standardisation, customer choice must be restricted.