Mkt 4200 - Study guides, Class notes & Summaries

Evolution of Sales - New Selling of America correct answers Salespeople's jobs used to be more product-focused, now they are more customer-focused, their role has evolved into being a trusted advisor. They need a business mindset, understanding of organizational structure, analytical skills, language of business, customer relationship management, and academic credibility. two-way communication correct answers interpersonal communication in which both parties act as senders/receivers encod...

Fuller Brush Man correct answers - embodiment of 20th century selling - emphasized cold calls How many people work in sales? correct answers - 1 out of every 9 Americans If all salesman were in one state it would be the ____ largest state correct answers 5th Elasticity correct answers - Large breath of skills is required for all jobs - everyone has to be competent in sales Caveat Emptor correct answers - buyer beware - ex. Joe Girard Caveat Venditor correct answers - seller bew...

What are the components of crafting a quick story? correct answers CAR c- challenge or context (details) a- actions (specific action occurred that met the challenge or created an interesting point) r- resolution or result (end result/ what happened) What is personal selling? correct answers Person-to-person communication with a prospect to present information about a product or service What is the personal selling process? correct answers Developing relationships, discovering needs, matchi...

1. Which of the following is not one of the four dimensions of sales call anxiety? a. A desire to perform safety-seeking behaviors b. Imagined negative evaluations from customers c. A negative self-evaluation d. Recognition of the economic value of prospecting activities e. Physiological symptoms 2. Which of the following statements about the use of humor in sales presentations is true? a. Humor should never be used in sales presentations b. Only use humor that is relevant to the group to which ...

Mission correct answers the organization's purpose for being - determines the company's direction and future - provides a template for decision making - everyone in company on the same page - facilitates change - shapes strategy: long term plans for using resources - facilitates evaluation Objective correct answers specific goals to achieve through a strategy - created quarterly or annually Strategy correct answers long term plans for using resources - must coincide with the m...

Clemson University MKT 4200 Final Exam 2021-2022. Describe any one of the 3 campaign presentations American Express discussed on our first company session on Monday: American Express is involved in many campaigns to help create memories for its clients and prospective customers. One of its larger campaigns is the participation in Fashion Week. Carrie Hucko, Senior Manger, Fashion & Film Partnerships, Sarika Sangwan, Director, Digital Brand & Social Media Strategy, and Brenley Higgins, ...

Clemson University - MKT 4200 Test 3 Anwsers 2022.

Clemson University - MKT 4200 Test 3 Anwsers

1. Which of the following is not one of the four dimensions of sales call anxiety? a. A desire to perform safety-seeking behaviors b. Imagined negative evaluations from customers c. A negative self-evaluation d. Recognition of the economic value of prospecting activities e. Physiological symptoms 2. Which of the following statements about the use of humor in sales presentations is true? a. Humor should never be used in sales presentations b. Only use humor that is relevant to the group to which ...