Title: Analyze methods used in developing long-term sales relationships.
Course: Strategic Marketing (12152) > Section: Selling Products and Services

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?