Which of the following statements is true about the follow-up step of the personal selling process?
a. The follow-up must occur within 24 hours of the closing.
b. The purpose of the follow-up is to ask for referrals.
c. The follow-up occurs immediately after the sales presentation.
d. The follow-up helps create loyalty on the part of the buyer.
e. Salespeople only need to follow up with dissatisfied customers.
Answer: d. The follow-up helps create loyalty on the part of the buyer.