Describe the Ferris wheel.
• Illustrates the relationship between prospecting and lost of customers due to the attrition. As people get off the Ferris wheel, the operator fills their seats one at a time, moves the wheel a little, and continues this process until all the original riders have left the wheel and new ones come abroad.
• Get on: referrals; centers of influence; directories; trade publications and trade shows; telemarketing, direct mail, e-mail, advertising; web sites and computerized databases; cold calling; networking
• Get off: relationship between customer and salesperson deteriorates, business failures, new buyer buys from another source, acquisitions and mergers, customer moves, death of customer, customer has only a one-time or extended need for product, customer needs change because of new technology