Maintaining Customer Relationships in Direct Sales: Stimulating Repeat Purchase Behavior

Kurtz, David L.; Raymond, Mary Anne
September 1994
Journal of Personal Selling & Sales Management;Fall94, Vol. 14 Issue 4, p67
Academic Journal
The article presents an examination of the factors influencing repeat sales and reasons for initial purchase. It provides the sources of continuing revenue. One of the major issues facing direct sellers today is how to build repeat business. The importance of repeat business to a company cannot be overlooked. Customers who make repeat purchases are important because they provide some stability to an organization and also provide a means of improving sales volume by increasing the size of their orders


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