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[Show more]Questions Managers Ask - What is important to cust? How do we know if we are delivering value? 
How do i judge whether we are offering superior value relative to our customers? 
Satisfied customer relationships are more likely to be ____ and ______ - loyal and give larger 
share of business 
Custome...
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Add to cartQuestions Managers Ask - What is important to cust? How do we know if we are delivering value? 
How do i judge whether we are offering superior value relative to our customers? 
Satisfied customer relationships are more likely to be ____ and ______ - loyal and give larger 
share of business 
Custome...
Forecast - an educated guess or prediction of what might happen in the future 
you can count on it being wrong! 
S&OP - Sales and Operations Planning - goal is to balance supply and demand 
Capacity Forecast - What are we capable of producing? 
A GUESS - RISK! 
Demand Forecast - A projection into th...
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Add to cartForecast - an educated guess or prediction of what might happen in the future 
you can count on it being wrong! 
S&OP - Sales and Operations Planning - goal is to balance supply and demand 
Capacity Forecast - What are we capable of producing? 
A GUESS - RISK! 
Demand Forecast - A projection into th...
Example of Marketing in Action - JDA, combining direct mail with personalized URL's cost JDA 
$60,000 but yielded high response rate and $13 million in sales 
Catalog creates - emotional affection 
Telephone marketing is a big part of - direct marketing 
Direct Marketing Example - Case Study: Sweet...
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Add to cartExample of Marketing in Action - JDA, combining direct mail with personalized URL's cost JDA 
$60,000 but yielded high response rate and $13 million in sales 
Catalog creates - emotional affection 
Telephone marketing is a big part of - direct marketing 
Direct Marketing Example - Case Study: Sweet...
During the _____ step of the selling process, the salesperson tells the "product story" to the buyer, 
highlighting customer benefits. 
A. Prospecting 
B. Presentation 
C. Qualifying 
D. Follow-up - B. Presentation 
You see mcdonalds, subway, jiffy lube, and holiday inn everywhere. these stores ar...
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Add to cartDuring the _____ step of the selling process, the salesperson tells the "product story" to the buyer, 
highlighting customer benefits. 
A. Prospecting 
B. Presentation 
C. Qualifying 
D. Follow-up - B. Presentation 
You see mcdonalds, subway, jiffy lube, and holiday inn everywhere. these stores ar...
Chapter 5: Understanding Consumer and Business Buyer Behavior - Chapter 5 
consumer buying behavior - The buying behavior of people who buy goods and services for 
personal use (these people make up the consumer market) 
How are consumers stimulated? - Marketing: Price, product, place, promotion 
En...
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Add to cartChapter 5: Understanding Consumer and Business Buyer Behavior - Chapter 5 
consumer buying behavior - The buying behavior of people who buy goods and services for 
personal use (these people make up the consumer market) 
How are consumers stimulated? - Marketing: Price, product, place, promotion 
En...
Direct Marketing - Answer-Connecting directly with carefully targeted individual consumers to both 
obtain an immediate response and cultivate lasting customer relationships 
New Direct-Marketing Model - Answer-1. Direct marketing has undergone a dramatic transformation. 
2. Most firms use direct ma...
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Add to cartDirect Marketing - Answer-Connecting directly with carefully targeted individual consumers to both 
obtain an immediate response and cultivate lasting customer relationships 
New Direct-Marketing Model - Answer-1. Direct marketing has undergone a dramatic transformation. 
2. Most firms use direct ma...
price definition: narrowly - the amount of money charged for a product or service 
price definition: broadly - the sum of all the values that consumers exchange for the benefits of 
having or using the product or service 
internal factors affecting price decisions - marketing objectives 
marketing m...
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Add to cartprice definition: narrowly - the amount of money charged for a product or service 
price definition: broadly - the sum of all the values that consumers exchange for the benefits of 
having or using the product or service 
internal factors affecting price decisions - marketing objectives 
marketing m...
All of the following are accurate reasons which draw a company into the international arena, except 
which one? 
a.) to combat saturation of domestic markets, firms go overseas. 
b.) companies pursue international markets for higher profit opportunities. 
c.) companies go overseas to enlarge their c...
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Add to cartAll of the following are accurate reasons which draw a company into the international arena, except 
which one? 
a.) to combat saturation of domestic markets, firms go overseas. 
b.) companies pursue international markets for higher profit opportunities. 
c.) companies go overseas to enlarge their c...
direct marketing - connecting directly with carefully targeted individual consumers 
WHY?: to obtain an immediate response and cultivate lasting customer relationships 
direct mail marketing - LARGEST DIRECT MARKETING MEDIUM 
involves an offer, announcement, reminder, or other item to a person at a ...
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Add to cartdirect marketing - connecting directly with carefully targeted individual consumers 
WHY?: to obtain an immediate response and cultivate lasting customer relationships 
direct mail marketing - LARGEST DIRECT MARKETING MEDIUM 
involves an offer, announcement, reminder, or other item to a person at a ...
consumer buying behavior - the buying behavior of people who buy goods and services for 
personal use. these people create the consumer market 
How do consumers respond to various marketing efforts the company might use? - central 
question for marketers 
Simple Model of Consumer Buying Behavior (3 ...
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Add to cartconsumer buying behavior - the buying behavior of people who buy goods and services for 
personal use. these people create the consumer market 
How do consumers respond to various marketing efforts the company might use? - central 
question for marketers 
Simple Model of Consumer Buying Behavior (3 ...
What is the simple definition of marketing? - managing profitable customer relationships 
goals of marketing activity - 1. Attract new customers by promising superior value 
2. Keep and grow current customers by delivering customer satisfaction 
Define Marketing - A social and managerial process by ...
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Add to cartWhat is the simple definition of marketing? - managing profitable customer relationships 
goals of marketing activity - 1. Attract new customers by promising superior value 
2. Keep and grow current customers by delivering customer satisfaction 
Define Marketing - A social and managerial process by ...
Kola, a leading soft drink manufacturer, has recently forayed into the Middle East markets. Based on its 
research that Middle East consumers prefer sweeter drinks, it is manufacturing soft drinks with extra 
sugar to meet local requirements. Kola is using the___ strategy to market its product 
A. c...
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Add to cartKola, a leading soft drink manufacturer, has recently forayed into the Middle East markets. Based on its 
research that Middle East consumers prefer sweeter drinks, it is manufacturing soft drinks with extra 
sugar to meet local requirements. Kola is using the___ strategy to market its product 
A. c...
Goal of Customer- Driven marketing strategy - to create VALUE for targeted customers 
Market Segmentation - Dividing a market into smaller groups with distinct needs, characteristics, 
or behaviors that might require separate marketing strategies or mixes. 
(taking heterogeneous customers and dividi...
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Add to cartGoal of Customer- Driven marketing strategy - to create VALUE for targeted customers 
Market Segmentation - Dividing a market into smaller groups with distinct needs, characteristics, 
or behaviors that might require separate marketing strategies or mixes. 
(taking heterogeneous customers and dividi...
1. New product ideas come from ____. 
a. internal sources, using company R&D 
b. external sources, listening to distributors and suppliers 
c. external sources, watching and listening to customers 
d. Both A and C 
e. All of the above are source of new product ideas - Answer-e. All of the above are ...
Preview 2 out of 11 pages
Add to cart1. New product ideas come from ____. 
a. internal sources, using company R&D 
b. external sources, listening to distributors and suppliers 
c. external sources, watching and listening to customers 
d. Both A and C 
e. All of the above are source of new product ideas - Answer-e. All of the above are ...
Narrowly, what is a price? - Answer-Narrowly, price is the amount of money charged for a product or 
service 
Broadly, what is a price? - Answer-Broadly, price is the sum of all values that consumers exchange for the 
benefits of having or using the product or service 
Price is not just money, think...
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Add to cartNarrowly, what is a price? - Answer-Narrowly, price is the amount of money charged for a product or 
service 
Broadly, what is a price? - Answer-Broadly, price is the sum of all values that consumers exchange for the 
benefits of having or using the product or service 
Price is not just money, think...
Customer value - Answer-the customers perception of what they want to have happen in a specific use 
situation, with the help of a product or service, in order to accomplish a desired purpose or goal. 
customer satisfaction 
customer value - Answer-= performance 
=importance 
5 key aspects of custom...
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Add to cartCustomer value - Answer-the customers perception of what they want to have happen in a specific use 
situation, with the help of a product or service, in order to accomplish a desired purpose or goal. 
customer satisfaction 
customer value - Answer-= performance 
=importance 
5 key aspects of custom...
Marketing - Answer-managing profitable customer relationships 
Goals of Marketing - Answer-1. Attract new customers by promising superior value 
2. Keep and grow current customers by delivering customer satisfaction 
Need - Answer-state of felt deprivation (physical, social, individual) 
Want - Answ...
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Add to cartMarketing - Answer-managing profitable customer relationships 
Goals of Marketing - Answer-1. Attract new customers by promising superior value 
2. Keep and grow current customers by delivering customer satisfaction 
Need - Answer-state of felt deprivation (physical, social, individual) 
Want - Answ...
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