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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Service and Follow-up for Customer

Chapter Objectives

Providing service to the customer is extremely important in today's competitive marketplace. After studying this chapter, you should be able to:

State why service and follow-up are important for increasing sales.

Discuss how follow-up and service result in account penetration and improved sales.

List the eight steps involved in increasing sales to your customer.

Explain the importance of properly handling customers' returned goods requests and complaints in a professional manner.





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