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Sensitive Situations

In: How to Appreciate Your Customers

Author

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  • B. H. Elvy

Abstract

The harmony of any ongoing commercial relationship is constantly threatened by potential friction. This can result from situations that can cause emotional problems for the buyer. Being appreciative of customers’ needs involves recognition of such situations as they occur and having an understanding of the buyer’s viewpoint. In this chapter we are going to examine some of these situations in an effort to illustrate how the potential for friction can be reduced.

Suggested Citation

  • B. H. Elvy, 1995. "Sensitive Situations," Palgrave Macmillan Books, in: How to Appreciate Your Customers, chapter 6, pages 83-102, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-349-13289-8_6
    DOI: 10.1007/978-1-349-13289-8_6
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