IDEA: Always allow your salesman to be “Hero” for his customer which helps to ensure future orders.

All of the employees of your company must understand that the sales person you have assigned to a customer must be the one to do miracles for him.  When that sales representative solves problems for that customer, he will be considered the first they want to talk to for issuing new orders and growing current sales.  When you take your sales person out of the loop with the customer, his requests for new orders are diminished because he is seen as out of the loop, unconnected to those who make decisions.  Include sales people every time there is good news to relate to the customer.  As admirable as their intentions may be, direct contact between other upper management positions need to include the assigned sales person before contacting the customer.  Do not confuse the customer as to who to deal with.  Make sure that sales person is the preferred contact.  It will always pay back in far greater returns for the company.