Analyze methods used in developing long-term sales relationships.

Analysis should include

• follow-up (e.g., email, phone call, letter)
• incentives (e.g., discounts, samples, entertainment)
• price breaks
• referral incentives.

Process/Skill Questions:

• What is the importance of maintaining favorable customer relationships?
• In what ways have companies changed the ways they develop customer relationships?
• Why is follow-up after the sale an important tool in continuing the customer relationship? What are some effective types of follow-up?
• How can a business win back former customers?