Marketing 3410 - Study guides, Class notes & Summaries

MARKETING 3410 CH 2What people think they are dealing with? - correct answer -Used car salesperson (push wants you to buy a car that day) -Act as if there are no problems with salespeople -We are trying to professionalize sales in a way that moves away from pushy process -Salespeople must maintain the highest level of integrity and professional ethics what is the goal of sales - correct answer Long term mutually beneficial profitable relationships with customers trust - correct answer T...

Mizzou Marketing 3410 Exam 2"Does that answer your concern?" is an example of a response check. - correct answer True The use of electronic materials, such as multimedia presentations, should be avoided during presentations because they tend to be very distracting. - correct answer False When selling to groups, it is essential to make all members of the group feel that their opinions are valuable. - correct answer True Product benefits become confirmed benefits only when the buyer ind...

Marketing 3410 Chapter 3consumer market - correct answer a market in which consumers purchase goods and services for their use or consumption business market - correct answer a market composed of firms, institutions, and governments who acquire goods and services to use as inputs into their own manufacturing process, for use in their day-to-day operations, or for resale to their own customers concentrated demand - correct answer small number of large buyers account for most of the purchase...

Chapter 8 Marketing 3410sales resistance - correct answer buyers objections to a product or service during a sales presentation reasons why prospects raise objections - correct answer 1. prospect wants to avoid the sales interview 2. prospect has failed to prospect and qualify properly 3. objecting is a matter of custom 4. prospect resists change 5. prospect fails to recognize a need 6. prospect lacks information buyer wants to avoid sales interview - correct answer strategy: set...

Marketing 3410 Chapter 1Personal Selling - correct answer an important part of marketing; relies heavily on interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relationships The interpersonal communications dimension sets personal selling apart from other marketing communications that are directed at mass markets - correct answer What is the difference between personal selling and other marketing communications? high degree of immediate customer...

Marketing 3410 Chapter 6sales call - correct answer an in-person meeting between a salesperson or sales team and one or more buyers to discuss business sales dialogue - correct answer business conversations over time between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships. Should be customer-focused and have a clear purpose sales presentations - correct answer comprehensive communications that convey multiple points designed to ...

Marketing 3410 Chapter 10self-leadership - correct answer the process of guiding oneself to do the right things and do them well -set goals and objectives -analysis of the territory and classification of accounts -strategic plans designed to achieve the objectives -tapping technology and automation to expand resource capabilities -assessment and evalutation - correct answer 5 sequential stages of self leadershp: -realistic, yet challenging -specific and quantifiable -time specific -...

Marketing 3410 MidtermPrimary job of an agent - correct answer Negotiate for their client Likability - correct answer The emotional impact you have on somebody Two important parts of likability - correct answer Visual and Vocal Visual Delivery - correct answer 55% Vocal Delivery - correct answer 38% Personal Brand Formula - correct answer (Performance + Personality + Visibility)*Trust What is considered the Great Equalizer - correct answer Trust Three objectives of branding ...

Marketing 3410 Chapter 2trust - correct answer the extent of the buyer's confidence that he or she can rely on the salesperson's integrity 1. Do you know what you are talking about? (competence, expertise) 2. will you recommend what is best for me? (customer orientation) 3. Are you truthful? (honesty, candor) 4. Can you and your company back up your promises? (dependability) 5. Will you safeguard confidential information that I share with you? (customer orientation, dependability) - cor...

Marketing 3410 Chapter 7check-backs or response checks - correct answer seeking feedback from the buyer -employed at two key points: 1. after a specific feature-benefit sequence in order to confirm the benefit and better assess the prospective buyer's level of interest; 2. following the response to an objection in order to evaluate the level to which the salesperson has handled the problem confirmed benefits - correct answer benefits the buyer had indicated are of interest; specific to the ...