Appreciating and satisfying the emotional heads of buyers can be the essential factor contributing to the creation of a competitive edge, particularly where close uniformity of quality, price and service exists between competing suppliers. This book looks at the factors influencing buying decisions and the supplier's response to the customer. Sensitive situations, such as the handling of complaints, are dealt with specifically, as is the way in which companies can implement the cultural changes necessary to move an organisation towards a greater recognition of individual buyers' needs.

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Bibliographic Information

Book Title: How to Appreciate Your Customers
Authors: B. H. Elvy
DOI: https://doi.org/10.1007/978-1-349-13289-8
Publisher: Palgrave Macmillan London
eBook Packages: Palgrave Business & Management Collection, Business and Management (R0)
Copyright Information: Palgrave Macmillan, a division of Macmillan Publishers Limited 1995
Hardcover ISBN: 978-0-333-59892-4Published: 20 June 1995
eBook ISBN: 978-1-349-13289-8Published: 27 July 2016
Edition Number: 1
Number of Pages: V, 204
Topics: Customer Relationship Management, Marketing

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Table of contents (11 chapters)

Front Matter

Back Matter

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