In Part #1 of this series on sales and business courtesies, I mentioned Mr. Latham Jones and his respect for a sales person who followed through on a promise even though there was no direct benefit to him. 

Mr. Jones made a couple of key points: First,

that because he gained new respect for the fact the sales person went out of his way to do a promised favor, Mr. Jones, began going out of his way to return the favor via recommendations.

Second, because this sales person acted professionally and courteously (by doing what he'd said he'd do, and getting back with the answer), Mr. Jones was convinced that, if things ever went bad, this person "would be the last one standing"— that is, he'd be getting new business long after his competitors had fallen by the wayside.

Now here' are a couple of examples of the other side of that courtesies coin.

Thanks to this website, my books,  and some other ventures,
I’ve apparently been classified as an “information marketer,” or “publisher,”
and hence am listed in publishing directors. A few times each month I get
queries from writers proposing their novel or how-to book.

I got a query from Tricia, a university
student, proposing a vampire novel. It was not a match for us (hey, we
specialize in info for sales people, not vampires!) and I said so up-front.

But
I’ve spent a lot of years on both sides of the publishing desk, and I thought I
could help by passing on some feedback to Tricia— not so much to improve her
proposal, which seemed pretty good as it was, but to pass on Rick Frischman’s
weekly newsletter on marketing books and media. (http://www.rickfrishman.com) and other such info.

I also asked her to write back and tell me on
what publishing director she found us.

Have I received a thank you from Tricia for the
feedback? No

How about thanks for the link to the newsletter?
No.

In my business, I read a lot  about
publishing (including some quite costly newsletters). If I spot an opening for a vampire novel, am I
likely to recall Tricia’s name and send it along?  You already “No” the
answer.

You could say, "Give her a break,  (a) she's busy with college, and (b) she's just a college kid, how's she supposed to know about business courtesies like saying thanks?"

Perhaps so, but then just a few days ago I got a similar letter from a "retired business executive" (his term).  I spent probably 20 minutes giving some ideas and leads, and even put in my personal phone number.  Again, you already "No" the answer: No, I did not get any thanks. 

Am I being too picky? Am I old-fashioned to think of things like thank-yous and follow-throughs?  Maybe,  but I think I am definitely not alone.

Am I going to keep his name in mind if I see an opening for his book? No, not because I'm vindictive, but just because he didn't bother to follow-up afterwards.