Part A:
Keeping a Diary of Sales Encounters
Using the following preformatted worksheets, keep a sales/service diary for one month. Include all your encounters with salespeople, recording (1) the date, (2) where the sales encounter happened, (3) a factual description of what happened (i.e., the salesperson’s attitude, behaviors, and so forth), and (5) a description of whether the salesperson provided or offered any follow-up activities to enhance the relationship.