Marketing 3410 - Study guides, Class notes & Summaries
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Marketing 3410 fully solved 2024
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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...
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Marketing 3410 exam 1 questions with answers 2024
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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 ...
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Marketing 3410 Midterm (Ch. 1-5)fully solved 2024/2025
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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...
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Marketing 3410 Final (Ch. 6-10)with complete solutions 2024
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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...
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Marketing 3410/ Exam 2 questions with answers 2024
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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...
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marketing 3410 final Keene questions with correct answers 2024
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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...
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Marketing 3410 questions with answers 2024
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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...
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Marketing 3410 Exam #1 questions with answers graded A+ 2024
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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...
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MARKETING 3410 questions with answers 2024
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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...
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Marketing 3410 questions and answers graded A+ 2024
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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 ...
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