What are some of the tactics one should avoid in writing an initial claim letter?
What will be an ideal response?
Avoid apologies, sarcasm, indirectness, vagueness, abuse, and possibly even
ultimatums. A writer avoids these tactics even if the audience has behaved badly.
Answers might point to the research that suggests that claim letters written in a helpful,
collegial tone (Did you forget to make your payment?) result in higher frequencies of
success than harsh or threatening claim letters.
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All negotiations have a value-________ stage, where parties decide who gets how much of what, but many negotiations also have a value-________ stage, where parties work together to expand the resources under negotiation.
Fill in the blank(s) with the appropriate word(s).
The target market for a product or service should be given strong consideration before the final price is chosen
Indicate whether the statement is true or false
Using coding, which of the following themes does NOT relate to the others?
a. Human resource processes b. Technology systems c. Financial systems d. Compensation
Personal selling is changing in today's marketplace due to several factors. Which of the following is not a factor that impacts today's promotion through personal selling?
A. The difficulty in keeping customers because they are fickle B. New technology provides up-to-date information in the field C. The way in which customers gain information about a company or product D. Social CRM allows companies to discover and engage customers E. Electronic sales presentations through social media technology