Synthesis Question

HA405 : The Class : After-Sale Mgt :Service : Synthesis Question

Synthesis Question, Phase 3, Step 6, Topic 2

To complete this assignment successfully, you should:

Study the assignment carefully
Respond to each question in the space provided
Fill in your Name and Email address
Send the Assignment

This question is concerned with "Strategies" used in After-Sale Service. How does the Consultative Salesperson implement practical strategies that will build long-term relationships with an organizational "account?" The goal, of course, is to deeply penetrate the account and obtain repeat business and referral business. The Consultative Salesperson simultaneously maintains his or her first "gatekeeper" buyer and obtains repeat business. They further obtain referrals from this gatekeeper and develop or penetrate the organization.

From Online Text Reading: P3,S6,T2 - After-Sale Service Processes - Strategies

1. What is the "Motivation Dip?"

a. Generally explain in your own words.

b. Specifically explain the "Dip" through each of the Customer "Stages"

2. During the "Implementation" of the product/service what can be done to manage the "motivation dip?"

a. Name and fully describe three strategies.

3. After the product/service has been "implemented," the consultative seller is concerned with deepening the relationship with the customer. This is the Maintenance and Development Step.

a. What is meant by "maintenance" and by "development" of the customer?

b. What is the purpose of maintenance and development?

c. Name and fully describe six strategies used during maintenance and development of the customer.

For grading purposes, please provide the following information:

Your Name:
Your Email address:

Once you have filled in the areas above, click the Send button below to send your response to the instructor.

Send E-mail to Richard G McNeill Ed.D., CHME
or call (520) 523-1713