Third module of the Sales Management course addressed the importance of quality after sales
The third module of the Sales Management course took place this Friday and Saturday, with professor Alessandro Lunardon, at the Blue Open Hotel. The topic at hand was the importance of after sales and actions that sales managers can develop to qualify the relationship with their buyers and obtain new business according to each profile of each customer.
According to Lunardon, there are two types of after sales: the formal one, which he defines as the one the seller makes a call or visit to make sure the sale is in line with the customer's expectations. "It is one of the options for following up with the client, so that in the event of challenges or problems, this is quickly remedied with some corrective action," he explained. There is also the results book, in which some companies have to prove that their products have differentials. A very cool action, according to the professor, is to gather all the cool sales information and make a case. "You may have made your sale of the year, your best product, but you always have to try and show it so that your product has a sense of perceived value," explained Lunardon. In this way, he explained the first three steps of the formal sale: call, visit and cases.
Informal after-sales, however, is one that makes the customer remember you and the best example that Lunardon highlighted are the famous calls to customers at times like birthdays and anniversaries. "It's something simple, but if used with discipline and frequency, it makes the customer always remember you, before any other competitor". In addition to this, Lunardon highlights that discount programs are also important, so that when the customer is making a purchase decision, the relationship actions have the weight to decide for you.
A quality post-sale is essential for the customer to choose the product and the company that the manager represents. Thinking strategically about the customer makes the sales professional stand out and build excellent relationships and future business.
The Sales Management program had its last meeting this weekend. Classes will resume in January, in continuity with the programmed modules.
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