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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 Overview

Super Salespeople Discuss Service

Relationship Marketing and Customer Retention

The Product and Its Service Component

Customer Satisfaction and Retention

Excellent Customer Service and Satisfaction Require Technology

So, How Does Service Increase Your Sales?

Turn Follow-up and Service into a Sale

Account Penetration Is a Secret to Success

Service Can Keep Your Customers

You Lose a Customer-Keep on Trucking

Increasing Your Customer's Sales

Returned Goods Make You a Hero

Handle Complaints Fairly

Build a Professional Reputation

Do's and Don'ts for Business Salespeople





McGraw-Hill/Irwin