# CTE Resource Center - Verso - Marketing, Advanced Task 513108977

CTE Resource Center - Verso

Virginia’s CTE Resource Center

Analyze methods used in developing long-term sales relationships.

Definition

Analysis should include
  • follow-up (e.g., email, phone call, letter)
  • incentives (e.g., discounts, samples, entertainment)
  • price breaks
  • referral incentives.

Process/Skill Questions

  • What is the importance of maintaining favorable customer relationships? How does it affect profitability?
  • In what ways have companies changed the ways they develop customer relationships? Why?
  • How does a business decide which methods to use to develop long-term sales relationships?
  • Why is follow-up after the sale an important tool in continuing the customer relationship?
  • What types of follow-up have the greatest impact? Explain.
  • How can a salesperson’s follow-up cater to each individual customer?
  • What steps can a salesperson take to regain a long-term customer relationship after being derailed by poor service that was out of the salesperson’s control?

Related Standards of Learning

English

11.5

The student will read, interpret, analyze, and evaluate a variety of nonfiction texts including employment documents and technical writing.
  1. Apply information from texts to clarify understanding of concepts.
  2. Read and correctly interpret an application for employment, workplace documents, or an application for college admission.
  3. Analyze technical writing for clarity.
  4. Paraphrase and synthesize ideas within and between texts.
  5. Draw conclusions and make inferences on explicit and implied information using textual support.
  6. Analyze multiple texts addressing the same topic to determine how authors reach similar or different conclusions.
  7. Analyze false premises, claims, counterclaims, and other evidence in persuasive writing.
  8. Recognize and analyze use of ambiguity, contradiction, paradox, irony, sarcasm, overstatement, and understatement in text.
  9. Generate and respond logically to literal, inferential, evaluative, synthesizing, and critical thinking questions about the text(s).

12.5

The student will read, interpret, analyze, and evaluate a variety of nonfiction texts.
  1. Use critical thinking to generate and respond logically to literal, inferential, and evaluative questions about the text(s).
  2. Identify and synthesize resources to make decisions, complete tasks, and solve specific problems.
  3. Analyze multiple texts addressing the same topic to determine how authors reach similar or different conclusions.
  4. Recognize and analyze use of ambiguity, contradiction, paradox, irony, overstatement, and understatement in text.
  5. Analyze false premises claims, counterclaims, and other evidence in persuasive writing.

Other Related Standards

National MBAResearch Standards-Marketing

Understand sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.