Marketing 3410 - Study guides, Class notes & Summaries

Marketing 3410 personal selling - correct answer interpersonal interactions between buyer and seller to initiate, develop, and enhance customer relationships advantage of personal selling - correct answer immediate customer feedback -talking with buyer before, during and after sale trust-based relationship selling - correct answer salespeople earn customer trust and that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer...

Marketing 3410 exam 1T/F Salespeople need to spend some time prospecting on a regular basis because there is typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status - correct answer True T/F Todays buyers have an abundance of time and many are keen to see salespeople - correct answer False T/F In order for a lead to be considered a sales prospect, the lead must have a need for the salespersons product - correct answer ...

Marketing 3410 Midterm (Ch. 1-5)Personal selling - correct answer An important part of marketing that relies heavily on interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relationships. Trust-Based Relationship Selling - correct answer A form of personal selling requiring that salespeople earn customer trust and that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer value. Prima...

Marketing 3410 Final (Ch. 6-10)Sales 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 conversation between buyers and sellers that takes place over time as salespeople attempt to initiate, develop, and enhance customer relationships Sales Presentations - correct answer Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase...

Marketing 3410/ Exam 2 Which of the following best defines the term sales call? a. It is a form of marketing that involves creating and distributing valuable, relevant, and consistent content to attract and retain buyers. b. It is a statement that highlights the added value or favorable outcome derived from the features of a product or service that a seller offers. c. It is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business. d. It is a postpu...

marketing 3410 final KeeneA customer cannot be turned onto an organization just by meeting many caring "can-do" people. (A) True (B) False - correct answer (B) False An executive summary should: (A) make it as easy as possible for a buyer to make a positive purchase decision. (B) spell out a customer's problems, the nature of the proposed solution, and the resulting benefits to the customer. (C) offer a succinct overview and background of a firm, but emphasize only the company...

Marketing 3410The Marketing Process - correct answer 1. Understand the market place & customer needs & wants, 2. Design a customer driven strategy, 3. Construct marketing program to deliver value, 4. Build profitable relationships, 5. Create profits & customer equity Customer driven strategy - correct answer "Who is driving the bus?", The customer is in charge. Marketing Myopia - correct answer sellers get so caught up in the product or its features that they don't f...

Marketing 3410 Exam #1_____ is about making friends, _____ is about solving your friends' problems - correct answer - Marketing - Sales 5 marketing communications - correct answer - Promotion - Personal selling - Direct marketing - PR & publicity - Advertising _____ is if the consumer comes to your - correct answer Retail _____ is going to the customer and solving their problem - correct answer Sales In interpersonal relationships we want to... - correct answer - Initiate - De...

MARKETING 3410Marketing Big Picture - correct answer To create value and satisfaction for customers and capture value in return. To retain long term, profitable relationships Marketing Process - correct answer Understand needs and wants Customer driven strategy Marketing program (4 Ps) Build relationships Create profits + cust. equity Define Marketing - correct answer Social and managerial process by which individuals and organizations obtain what they need and want through crea...

Marketing 3410Market targeting - correct answer the process of evaluating each market segment's attractiveness and selecting one or more segments to enter Differentiation - correct answer Actually differentiating the firms market offering to create superior customer value Positioning - correct answer Arranging for a product to occupy a clear, distinctive and desirable place relative to competing prodcts in the minds of target consumers Geographic segmentation - correct answer Dividing ...