1. Why should a salesperson follow up to assess customer satisfaction? 2. What does a salesperson hope to...

1. Why should a salesperson follow up to assess customer satisfaction?

2. What does a salesperson hope to accomplish by providing his or her customers with useful information after the sale?

3. Why do many salespeople seem to ignore after-sale activities that enhance the relationship?

Solutions

Expert Solution

A follow-up is a great way to develop a relationship with the customer post-sale and express appreciation for the purchase. Through follow-up, a salesperson indicates that he really cares for his customer and he doesn’t believe in a just one-time sale. A good salesperson uses the follow-up call to understand the satisfaction of the customer with the product he has purchased, any issue if he is facing and also to update the customers regarding new developments in the industry and new products and their features.
By providing his or her customers with useful information, a salesperson hopes to strengthen the relationship and build trust. Eventually, a salesperson wants to establish a long-term mutually beneficial association with its customers.
Many salespeople seem to ignore after sale activities that enhance the relationship because they think their job was done when they closed the deal. After one deal is done, the salespeople move their focus to other prospects in the hopes of getting additional sales. Such salespeople focus on current sales than long-term customers.

keosha answered 6 months ago

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