![]() Becoming genuinely interested in the customer, talking in terms of the customer's interests, or doing special favours can strengthen the relationship with the customer. Inducements - This service behaviour is aimed at personalizing the relationship with the customer.After the sale is closed, information communication often involves providing updated information on product usage Early on, this may involve drawing objective comparisons between your product and competitive offerings, and continually reiterating a clear case for your product. Information communication - This service behaviour involves regularly relaying product information to the customer in a clear and concise manner.Diligence - combines two types of service behaviours: responsiveness and reliability.Recent research indicates that the building process involves five important service behaviours that are especially important in the context of business-to-business selling Expansion selling can take three forms: full-line selling, cross-selling, and upselling. As the salesperson learns more about the customer and establishes a relationship based on trust and mutual respect, opportunities for expansion selling will arise. Call Report 3) expansion selling - Personal selling is the process of identifying and filling the customer's needs. One is to express appreciation for the purchase and thus to enhance the relationship established during the sales presentation a. Provide Price Change Information 2) follow-up - customer follow-up methods usually have two major objectives. Offer Training in the Use or Care of the Product f. The following services can help ensure a second sale and successive sales. ![]() The first sale can be the beginning of a long-term partnership, or it can be the last sale. ![]() They continue to strengthen the partnership with 1) follow-through - Postsale follow-through is the key to holding that customer you worked so hard to develop. ![]() High-performance sales personnel do not abdicate responsibility for delivery, installation, and warranty interpretation or other customer service responsibilities. Customer service encompasses all activities that enhance or facilitate the sale and use of one's product or service. ![]()
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