16. Handling Problems

  1. Marvin C. McMaster

Published Online: 13 AUG 2010

DOI: 10.1002/9780470615935.ch16

Buying and Selling Laboratory Instruments: A Practical Consulting Guide

Buying and Selling Laboratory Instruments: A Practical Consulting Guide

How to Cite

McMaster, M. C. (2010) Handling Problems, in Buying and Selling Laboratory Instruments: A Practical Consulting Guide, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9780470615935.ch16

Publication History

  1. Published Online: 13 AUG 2010
  2. Published Print: 28 JUN 2010

ISBN Information

Print ISBN: 9780470404010

Online ISBN: 9780470615935

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Keywords:

  • handling problems – how a salesperson handles, determining his or her professional quality;
  • successful sale and instrument success goals;
  • application laboratories - designed to give customers, starting point for using the instrument

Summary

This chapter contains sections titled:

  • Warranties and Customer Expectations

  • Dealing with a Lemon

  • Instrument Success Goals

  • Providing Application Support

  • Territory Management

  • Confidentiality

  • Sales Integrity