Which of the Following Statements About the Follow-Up a Salesperson

question 94

Multiple Choice

Which of the following statements about the follow-up a salesperson performs after a sale is true?

• A) The nature of the follow-up should reflect the needs of the buying center member being contacted.
• B) Personal follow-up visits should be avoided because they are expensive and tend to accomplish little.
• C) Salespeople should follow-up with only those members of the buying center who are directly involved in the use of the product.
• D) Salespeople should ideally follow the 3-by-3 strategy to make all their follow-up calls.
• E) Telephone calls are seen as intrusive and must be avoided as a follow-up communication channel.

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Definitions:

Estimating Reliability

The process of calculating or predicting the consistency of a test's results through various statistical methods.

Correlation Relationships

The statistical measure that describes the extent to which two variables change together, indicating a potential relationship but not causation.

Positive

An affirmative condition or attribute, often indicating the presence of a desired or beneficial factor.

Negative

A term often used in various contexts to indicate the absence of a certain quality, condition, or value; in mathematics, it denotes a value less than zero.