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MGT 103 Marketing Eberhard Final Exam MGT 103 Marketing Eberhard Final Exam Questions And Answers $25.49   Add to cart

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MGT 103 Marketing Eberhard Final Exam MGT 103 Marketing Eberhard Final Exam Questions And Answers

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MGT 103 Marketing Eberhard Final Exam Questions And Answers Mettle A person's ability to cope with difficulties or to face a demanding situation in a spirited and resilient way The Sales Message I Opener II Fact Finding/Questions III FAB (Feature/Advantage/Benefit) - The Message IV Handlin...

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  • October 23, 2024
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  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • MGT 103
  • MGT 103
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MGT 103 Marketing Eberhard Final Exam
Questions And Answers

Mettle A person's ability to cope with difficulties or to face a demanding situation in a

spirited and resilient way




The Sales Message I Opener


II Fact Finding/Questions

III FAB (Feature/Advantage/Benefit) - The Message

IV Handling Objections

V Close/Commitment




Making the Sales Call III Presentation (body) of Product/Service (FAB)


1. Customize based upon your learnings, but

2. Trust the "flow" of the sales piece (tested)

3. Use visuals (always)

4. Features/Advantages/Benefits (FAB)

- creating value in minds of customer (remember - people love to buy, but hate to be "sold")




Feature/Advantage/Benefit (FAB) Creating value in the mind of your customer

, MGT 103 Marketing Eberhard Final Exam
Questions And Answers

Feature (Fact): What the product does.

Advantage (So what?): How is it different/better?

Benefit: What this means for you. Don't sell on price, sell on value/benefit.




Professional salesperson will be in a conversation where you don't even know there's a

sale going on. Listen and fabricate and create values for them.




prof: didn't buy a tesla for green emissions, he bought it cause that's where the world's going.




Management Case Study #1: Brook Lodge, MI 1993 Health Care Reform


- Hillary Clinton appointed chiar, Health Care reform (bill clinton was president)




Prof: Upjohn Co. charged him with pulling together educational summit. Get info in 10 days and

come back.




Management Case Study #1: Brook Lodge, MI p2 Who do we bring?


Keynote speaker- lead MD to Ms. Clinton's task force.

, MGT 103 Marketing Eberhard Final Exam
Questions And Answers
Most important physicians in the country. Pay them, educate them. Cover a very controversial

topic.




Management Case Study #1: Brook Lodge, MI p3 She said: there are different levels of

healthcare, decided by where you trained.

What's distasteful: foreign physicians flooding into America and treating Americans with

mediocre education.




50% of the audience is foreign...

grumbling.

Boss tells prof that he needs to tell her that she made a mistake and must apologize.




She has two words: screw you.




Management Case Study #1: Brook Lodge, MI p4 Do you align with the lead MD (who

knows Hillary Clinton and could make bad things happen to us?), or with the customers?

*THE CUSTOMERS*

, MGT 103 Marketing Eberhard Final Exam
Questions And Answers
Lecture 12 Wed Nov 7




Pricing Regardless of the factors involved, the price of a product or service must *cover

the costs* of the product/service as well as *earn a reasonable profit*




New Product-line extension




The CEO could ask for: - Price as an indicator of value.


- Value pricing.

- Profit equation.

- Pricing objectives.

- Pricing constraints.

- Estimating demand.

- The demand curve.

- Marginal revenue curves.

- Elastic demand.

- Marginal analysis and profit maximization.

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