Understanding Business
11th Edition
ISBN: 9780078023163
Author: William G Nickels, James McHugh, Susan McHugh
Publisher: McGraw-Hill Education
expand_more
expand_more
format_list_bulleted
Question
Chapter 16.3, Problem 16.3BQ
Summary Introduction
To discuss: The ways in which effective follow-up procedure help to sale more products.
Introduction: The procedure to handle the complaints of the customer, provide solutions to the needs and requirements of the customer and quickly supply for the requirements of the customer, after sale is known as follow-up.
Expert Solution & Answer
Want to see the full answer?
Check out a sample textbook solution
Students have asked these similar questions
The preapproach stage in the creative selling process is when the salesperson ________.
A)
clarifies and overcomes a customer's concerns about buying
B)
learns as much as possible about a prospective customer before making a sales call
C)
anticipates reasons the potential customer might not be interested in purchasing the product
D)
meets the customer for the first time
E)
identifies potential customers likely to be interested in purchasing the product
How can a salesperson use personal selling skills in utilizing existing knowledge and gathering new information from the customer in order to advance the sales process.
What are different ways to generate good customers referrals
When you visited a shop to look at merchandise or purchase something, did you ever perceive a negative or positive feeling from the salesperson, not because of what they said, but how it was said? Did the tone come across as "stuffy, formal, bloated, ironic, sarcastic, flowery, rude, or inconsiderate," as the textbook says?
Chapter 16 Solutions
Understanding Business
Ch. 16.2 - Prob. 16.2AQCh. 16.2 - Prob. 16.2BQCh. 16.2 - Prob. 16.2CQCh. 16.2 - Prob. 1MEDCh. 16.3 - Prob. 16.3AQCh. 16.3 - Prob. 16.3BQCh. 16.3 - Prob. 1TPCh. 16.3 - Prob. 2TPCh. 16.3 - Prob. 3TPCh. 16.4 - Prob. 16.4AQ
Ch. 16.5 - Prob. 16.5AQCh. 16.5 - Prob. 16.5BQCh. 16.5 - Prob. 4TPCh. 16.5 - Prob. 5TPCh. 16.5 - Prob. 6TPCh. 16.6 - Prob. 16.6AQCh. 16.6 - Prob. 16.6BQCh. 16.6 - Prob. 7TPCh. 16.6 - Prob. 8TPCh. 16.6 - Prob. 9TPCh. 16 - Prob. 1CTCh. 16 - Prob. 2CTCh. 16 - Prob. 3CTCh. 16 - Prob. 4CTCh. 16 - Prob. 1DWSCh. 16 - Prob. 2DWSCh. 16 - Prob. 3DWSCh. 16 - Prob. 4DWSCh. 16 - Prob. 5DWSCh. 16 - Prob. 1TITCh. 16 - Prob. 2TITCh. 16 - Prob. 3TITCh. 16 - Prob. 1VCCh. 16 - Prob. 2VCCh. 16 - Prob. 3VC
Knowledge Booster
Similar questions
- Rick is a salesperson for a local company. He has just finished presenting his sales message to a customer. The immediate next step in the selling process is to: a) choose the right prospects b) close the sale by asking for payment. c) handle objections d) follow up with additional opportunities.arrow_forwardThe job of a sales person can be exceedingly rough. It is challenging and varied, and salesperson is under constant pressure to close and maintain sales. Support your answer with relevant examplesarrow_forwardIf a salesperson tells a manufacturer that the machine the salesperson is selling is better than competing machines because it will last longer, what approach should be used to estimate the value of this differentiating factor?arrow_forward
- In which part of the sales meeting the salesperson will use questioning skills to learn about the prospect Select one: a. Answering the questions b. Establishing Rapport with the Prospect c. Gaining Background Information d. Presenting the Productarrow_forwardSelling skills are critical in organizations that rely on ongoing buying from customers or clients. The ability to build relationships with customers, persuade them to make purchases and generate repeat business is at the heart of selling. Sales is a component of a company's marketing and promotions. Discuss the situations when personal selling in a company becomes more relevant with examplesarrow_forwardIt is indispensable that salespeople thoroughly understand their potential customers' wants and needs and at the same time efficiently communicate the benefits of the products and services of their company offers. Determine the Sales training program content that you would recommend to your Sales Director for your annual sales training conference to enable you achieve your sales objectives.arrow_forward
- The Role of Personal Selling and Sales Promotion in the Promotion Mix Question Content Area INTRODUCTION: Do you listen to the HP salesperson describing the company’s servers? Personal selling persuades customers to purchase products. Do you try buy-one-get-one-free sales? Do you visit social deal sites like Groupon? Sales promotion encourages product trial and purchase. Question Content Area INSTRUCTIONS: You will agree with some of these statements and disagree with others. You may find it hard to make a decision, but you should go ahead and make a choice. Record your answers next to the statement according to the following scale: Strongly Disagree (1), Disagree (2), Agree (3), or Strongly Agree (4). Strongly Disagree Disagree Agree Strongly Agree Question 1. The sales force is directly responsible for generating the organization’s sales revenue. 2. Sales objectives should be stated in precise, measurable terms and specify…arrow_forwardWhich of the following statements is accurately reflects the empirical findings about the relationship between a salesperson’s customer orientation and value-based selling. A salesperson’s customer orientation encourages them to adopt value-based selling practices. A salesperson’s use of value-based selling decreases their sales performance. A salesperson’s use of value-based selling encourages them to adopt a customer orientation. A salesperson’s customer orientation directly increases their sales performance.arrow_forwardA critical part of leading a high-performance sales team is motivating salespeople to accomplish organization goals through an optimal salesforce reward system. what are the three (3) key areas of an optimal salesforce reward system.arrow_forward
- An objection is a part of everyday sales life. But how will you handle consecutive rejection even if you already did your best and it already affects your overall sales performancearrow_forwardhow would a salesperson customize her approach to two customers: a busy, high-powered executive and a friendly, conversational small business owner.arrow_forwardWrite a sales letter to introduce new fancy soap and give attractive offers to your customer.arrow_forward
arrow_back_ios
SEE MORE QUESTIONS
arrow_forward_ios
