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:

Outcome

The result or effect of an action, situation, or event, often used in experiments to denote the dependent variable being measured.

Deductive Reasoning

The process of reasoning from one or more statements (premises) to reach a logically certain conclusion.

Likelihood

A statistical measure of how probable a particular set of observations is, given a model or hypothesis, often used in the context of estimating parameters in statistical models.

Hypothesis

A proposed explanation for a phenomenon, made as a starting point for further investigation.