List and describe the five major customer follow-up strategies
What will be an ideal response?
1. Personal visit. Usually the most costly method, but it may produce the best results
2. Telephone. This provides a quick, efficient way to follow up a sale.
3. Letter or card. Written correspondence is an inexpensive, convenient form of follow up.
4. Call report. This serves as a communications link with persons who can assist with customer service.
5. E-mail messages. A quick way to contact the customer; some customers prefer this method.
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According to the text, in order to develop a distribution of possible net present values from international projects, a firm should use:
a. a risk-adjusted discount rate. b. a payback period. c. certainty equivalents. d. simulation.
_______ provide(s) a means of gaining an equitable return on the value delivered and of enhancing a supplier firm's present and future profitability
a. Business market management b. Business market c. Business marketing d. Customer value in business markets