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MGT 103 Marketing Eberhard Final Questions and Answers (100% Pass)
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MGT 103 Marketing Eberhard Final Questions and Answers (100% Pass)
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1|Page | © copyright 2024/2025 | Grade A+MGT 103 Marketing Eberhard Final
Questions and Answers (100% Pass)
Lecture 11
✓ Mon Nov 5
The "path" to promotional materials/message
✓ Product/service concept
✓ Product/service design
✓ Market Analysis
✓ Market Research (primary)
✓ SWOT
✓ Positioning Statement
✓ Launch Plan
Launch plan includes
Master01 | October, 2024/2025 | Latest update
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✓ Promotional materials & message:
✓ Product color/design/logo
✓ Product message
✓ Product advertising (print/social m)
✓ Product "sales" materials
✓ Product packaging/inserts
✓ Product "spend" (media, sales force)
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
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✓ 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
✓
✓ 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
Master01 | October, 2024/2025 | Latest update
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✓ 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.
✓ Most important physicians in the country. Pay them, educate them.
Cover a very controversial topic.
Management Case Study #1: Brook Lodge, MI p3
Master01 | October, 2024/2025 | Latest update
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