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An Idea A Day by David Thompson

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SALES

PROMISES, PROMISES

Patrick Forsyth

WE ALL LIKE it when someone makes and keeps a promise. We expect them to keep it, and it is, well, nice when they do. In selling and doing business with customers many promises are made: to deliver on a particular day, allow time for payment, give an extra discount. Some of them are large and significant promises. You have to keep them, and usually you do. If the company fails to deliver on anything like this, for instance not producing the goods on a particular day when the customer needs them, it matters, and you will find yourself with a complaint to handle; and quite right too.

You can also use promises ...

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