Exam 12: Follow-Up Maintain and Strengthen the Relationship

Obviously in a bad mood,Robert comes to you seeking your advice.He just lost a large account and does not know why.He asks you for your insights given your status in the company as a very successful salesperson.What would you tell him?

Which of the following is NOT a recommended approach for a salesperson to take if one of her customer's cancels an order and places it with the competition?

Which of the following are good principles all professional sales people should follow?

Which of the following activities is NOT an activity a CRM system will do for you?

Which of the following measures is NOT used to determine how well a salesperson has penetrated an account?

You manage to convert a prospect into a customer.Knowing that it is easier to keep a customer versus attaining a new one,what should a salesperson do to ensure you retain a customer over the long term?

Relationship selling is the creation of customer loyalty and retention.

Organizations engaged in multiple mail-outs,phone calls and follow ups using many sales people often deploy what kind of technology to coordinate these activities?

What should a salesperson who is a true professional do?

Brad is trying to determine how often he should call on a new account in order to provide proper service.Which of the following is NOT relevant in helping Brad determine the frequency of calls he should make to this new account?

According to the eight steps for increasing sales to customers,what should a professional salesperson do?

Describe how social media can be used as part of customer-service and follow-up.

Which of the following tools can be used for customer follow-up and service?

According to the text,one of "The Seven Deadly Sins of Business Selling" is a lack of pushiness.

Which of the following is NOT an appropriate reason to follow up with a client?

Which of the following sentences best captures the notion of relationship marketing

What is the key role of a salesperson when handling a customer complaint?

Which of the following should a salesperson do to show appreciation to a regular customer?

The textbook provides eight activities salespeople may do to maximize sales in an account with a retailer.Which of the following is NOT one of those activities?

You know you have reached the most productive number of calls when additional calls lead to additional sales.