Negative business situations

Some common negative or sensitive situations that occur in business are (1) refusals, (2) adjustments and claims, (3) order problems, and (4) personal problems.

Say no without actually saying so. TNT – “thanks, but no thanks” may build goodwill and preserve potential customers for your business.

Resale – reminding the customer about the good features of a product. Resale differs from sales promotion in that it refers to products the customer has already ordered or expressed an interest in, whereas sales promotion refers to new or related products.

Order

The letter ordering goods should be made so clear that it could not possibly be misunderstood. It should be exact and complete in every detail as to quantity, quality, size, number, catalogue page and number, shape, style, color, price of each, or other item (e.g., sample of paper, cloth). If the buyer is to pay transportation charges, he should specify how the order is to be shipped – mail, express, or freight – unless he leaves this matter to the one who ships. Give complete instructions for shipping. Printed order forms, which have a date and a reference number that should be quoted in any correspondence connected with the definite order, may be used, but in any case few words should be written in addition to those giving the items and exact instructions relative to the order. Write each item on a separate line beginning at the paragraph margin.

Also a covering letter may accompany the order form as it allows you the opportunity to make any necessary points and confirm the terms that have been agreed (for example, the terms of payment, discounts, delivery dates, etc.). If payment is enclosed, state the exact amount and the form in which it is sent – stamps, currency, check, draft, or money order. An enclosure should be clipped to the letter, and in the lower left-hand corner should be written ‘Enclosure’. Orders should be acknowledged as soon as received. If there are problems with delivery, tell your customer immediately what you intend to do to correct them. Apologize for the inconvenience. In case of turning an order down, be polite, and generalize the terms you use so that the customer does not think this refusal only applies to him.

When a thorough response to an incoming letter must be delayed, receipt of the letter must be acknowledged. These acknowledgement letters are called stopgap letters. They let your customer know that the inquiry will not be ignored and that it will be responded to as soon as possible. A stopgap letter informs your customer that you need time to process the request. Necessary information or materials, for example, may not be immediately available. Or your company may have set procedures for responding to certain inquiries. Credit applications and insurance claims, for instance, take time to be processed. They are often answered promptly with a stopgap acknowledgement.

Acknowledgement

The receipt of an order or a remittance should be acknowledged at once. If the acknowledgement is of order, it should refer to the date of the order with other definite reference to identify it clearly. Detailed explanation should be given if there is any delay in filling the order. If the order lacks necessary details or specifications, the writer of the acknowledgement should refer to the omission without showing impatience. In short, the acknowledgement should reflect sincere appreciation and should foster a spirit of good will. An acknowledgement of remittance should be made promptly, accompanied be receipted bill in case of final payment; it should always express sincere appreciation which encourages further business relations.

Confirmation

Confirmations are routine for such businesses as hotels and travel agencies, but other businesses may also need to send them. For example, doctors and repair services can avoid wasted time by contacting patients and customers a day or so in advance of scheduled appointments. Such confirmations are frequently made by telephone, but a form letter or postcard also effectively transmits clear, correct, and complete information, particularly when the type of business requires numbers of confirmations. As it is often the case, however, a letter written to a specific individual, can turn this customer into a regular customer be adding a personal touch. When canceling an appointment, you should say why you are unable to keep it.

Order problems fall into three main groups:

· Back orders.

· Missing information.

· Substitutions.

Date: 2016-03-03; view: 1057