Does One-and-Done Make For a Successful Sales Process?

Let me state first that as I disciple from the retail floor, I speak with respect about my sales bretheren. Even though the old sales process may have been modified some due to the turbulence in the economy, there is still a strong focus from management to "make the month." The effect of this puts more emphasis on making sales in the short term. While making the sale NOW certainly should be the goal for a successful salesperson, it does tend to take some focus away from the guy that may not be ready to buy NOW. Overall as an industry, we do a pretty poor job at following up with prospects that we sent a reply to and never heard back from (respectfully). I am curious as to what measures and practices that some members of this board might currently use to try to keep in contact with that prospect that takes longer to buy.