Servicing the sale is a very important dimension of personal selling, so a certain amount of preplanning is essential. It helps to preplan your service strategy for each of the three areas we have discussed: follow-through, follow-up, and expansion selling. You cannot anticipate every aspect of the service, but you can preplan important ways to add value once the sale is implemented. Develop a servicing-the-sale worksheet, shown in Figure 15.3, prior to each sales presentation.
Figure 15.3 Servicing-the-Sale Worksheet
Follow-through on assurances and promises, customer follow-up, and expansion selling must be carefully ...
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