Suppose you're a salesperson for an industrial machine manufacturer. How can you demonstrate to your customers your commitment to building mutually satisfying long-term relationships?
a. When they place an order, be sure to show sincere gratitude and then assure the customer that you'll be back when it's time for them to make another purchase.
b. Avoid calling on the customers unless you have something you think they'd be interested in purchasing.
c. Follow-up with your customers on a regular basis and be especially attentive after they've placed an order.
d. Avoid talking with anybody else in the organization other than the buyer.
e. All the above are correct.
Question 2
The evaluative criteria that engineers apply to a purchasing decision may be quite different from those used by purchasing managers because engineers:
A) are exposed to different journals or publications.
B) possess different professional goals and values.
C) have a different educational background.
D) attend different conferences.
E) all of the answer choices.
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