Not many years ago, salespeople often thought that their jobs were complete once the order was signed. Today, for a business to survive, repeat business is critical.
A greater emphasis has been placed on the follow-up stage of the selling process. Continued building of the relationship should be your goal well after the sale.
Complete the following assignment by answering the following questions:
1. Show appreciation after the sale. How might you accomplish this?
2. Monitor delivery and installation. Why is this important?
3. Learn the names of the switchboard operator, receptionists, office manager, users of the product, etc. How might you accomplish this and why is it important?