AFTER-SALES SERVICES/ FOLLOW UP IN PERSONAL SELLING

TORAN LAL VERMA

Post-purchase follow up is important in building customer confidence and long-term relationship with the company. The moment the salesman closes the sale; he should not think that relationship is closed. Rather a close is just the beginning of such relationship. The salesperson contacts the customer to learn if there are any problems and answers any questions that the customer does. Read More …

OBJECTION HANDLING IN PERSONAL SELLING

TORAN LAL VERMA

Prospects usually show resistance against buying products by pointing out real or imaginary hurdles and by voicing objections. In other words, objections are the feelings of disapproval or dissent raised by the prospects. It has been rightly pointed out that without handling objections the salesman cannot sell anything to the prospects. Therefore, the success of a salesman depends on how Read More …