Definition of inquiry and follow-up

promotional techniques that involve an offer of information about a product or service and, when the offer results in an inquiry, subsequent attempts to sell that product or service to the inquirer. For example, the follow-up may begin with a quick postcard announcing that additional information is on the way and giving the name of a local dealer. This card may also ask if the inquiry was for information only or for an immediate need. In the meantime, the literature is mailed and a salesperson may then be notified of the inquiry so that a personal call can be made. Quick follow-up is essential to making the most of the sales opportunity offered by inquiries.