Sagot :
After the sale, salespeople should only follow up with the buying center members who are directly involved in the use of the product.
The members of the buying center will be responsible for making decisions regarding variables that allow the monitoring of factors such as:
- Direct buyback
- New task
- Modified buyback
- Product type
This monitoring will help to understand consumption and satisfaction trends so that the purchase and sales strategy is carried out more effectively and aligned.
Therefore, salespeople should follow up after the sale only with buying center members, who will provide them with guidance to make more sales of certain most consumed products.
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