You have taken over a sales account where the previous sales associate did not effectively handle the customer’s needs. You have just received a letter from the dissatisfied customer, as described in Appendix C.
After reading the letter, draft the following two letters.
Write a letter of 275 words to your supervisor, and address the following:
Discuss the importance of the customer’s existing or potential sales revenue.
Identify the needs of your customer. What are the influences that shape their buying decision?
Explain how you will approach your customer to respond to his or her concerns.
Share the closing methods you will use with your customer to obtain more business in the future.
Write a second letter of 275 words to your customer that does the following:
Develops trust and rapport
Addresses the customer’s issues
Proposes alternative solutions
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