Follow Up LAP Quiz

Customers often have a feeling of, "Did I make the right purchase?" The salesperson can help reduce this anxiety by using

 

 

•   trading-up.

• follow-up.

• differentiation.

• rationalization.

Company A sends a questionnaire to clients within six months after they have made a major purchase. This is an example of

 

 

 

• prospecting.

• personal selling.

• suggestion selling.

• follow-up.

Determine whether the following statement is true or false: It is only appropriate to follow up with a client after a successful sales close.

 

 

 

• False, it is not essential to follow up with a client after a successful sales close.

• True, if a client turns you down, s/he should be removed from your active file.

• False, appropriate follow-up after an unsuccessful sales presentation may lead to future sales.

• True, follow-up after an unsuccessful sales presentation will only cause further frustration.

A benefit of follow-up to salespeople is that it

 

 

• increases opportunities for obtaining referrals.

•   makes buying easier.

• improves a company's competitive position.

• enhances feelings of comfort with salespeople.

Which of the following is considered the most effective approach to follow-up:

 

 

•   Offering product samples

• Providing face-to-face meetings

• Sending thank-you notes

• Making telephone calls

A salesperson who sells items with a low profit margin often uses __________ follow-up.

•   costly

•   extensive

•   lengthy

• minimal

What type of salesperson usually does not follow up with customers?

 

• Industrial

   

• Commissioned

•   Service

• Retail

Customers' names, dates of contact, and the goods or services they need are the types of information salespeople should maintain in their

 

• memory.

   

• résumés.

• records.

   

• applications.

Which of the following is the most expensive follow-up technique:

 

• Visiting customers

   

• Sending letters

• Mailing questionnaires

   

• Telephoning customers

What primary considerations should sales personnel evaluate when developing appropriate follow-up strategies?

 

 

 

• Available resources and customer loyalty

• The nature of the product and available resources

• The nature of the product and referral rates

• Customer loyalty and salesperson's morale