9Closing the Sale and Follow-up


Learning Objectives

This chapter completes our journey through the selling process by examining closing the sale and following-up to enhance customer relationships. Closing is a natural progression of the process. Because we are building toward win-win solutions with customers, closing simply connotes that both parties recognize the value-added of doing business with one another. Postsale follow-up presents a marvelous opportunity to add even more value to clients through problem solving and service.

After reading this chapter, you should be able to:

  • Define closing and explain how closing fits into the ...

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