Not many years ago, salespeople often thought that their jobs were complete once the order was signed. Today, for a business to survive, repeat business is critical. A greater emphasis has been placed on the follow-up stage of the selling process. Continued building of the relationship should be your goal after the sale.

Relative to the business to business buying situation where Ford Motor company are the account manager for supplier automotive to Fisher & Paykel Healthcare, and considering the buying activity cycle, below, how might you demonstrate reassurance to the buyer after the purchase stage? Why is it important to monitor the delivery and installation stage of the buying cycle?

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