Why might the follow-up be considered the most critical step of the sales process?
What will be an ideal response?
The follow-up allows the salesperson to assure the buyer of her continued interest and to address buyer concerns that might have arisen since the sale; good follow-up is key to building long-term relationships with customers.
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Having gathered a great deal of information, he has decided to compare three systems: Waterbags for Roadies, Supertanker Hydropacks, and Fast Water. Robert is in the ________ stage of his purchase decision. A) problem recognition B) evaluation of alternatives C) product choice D) postpurchase evaluation E) information choice
Practical predeparture training for the expatriate is often geared toward developing his or her sensitivities to overcome culture fright
Indicate whether the statement is true or false