MGT 103 Marketing Eberhard Final Exam MGT 103 Marketing Eberhard Final Exam Questions And Answers
2 views 0 purchase
Course
MGT 103
Institution
MGT 103
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...
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.
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller UpperClass. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $25.49. You're not tied to anything after your purchase.
