Marketing 3410 chapter 1 - Study guides, Class notes & Summaries

Marketing 3410 Chapter 1Personal Selling - correct answer an important part of marketing; relies heavily on interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relationships The interpersonal communications dimension sets personal selling apart from other marketing communications that are directed at mass markets - correct answer What is the difference between personal selling and other marketing communications? high degree of immediate customer...

Marketing 3410 Chapter 10self-leadership - correct answer the process of guiding oneself to do the right things and do them well -set goals and objectives -analysis of the territory and classification of accounts -strategic plans designed to achieve the objectives -tapping technology and automation to expand resource capabilities -assessment and evalutation - correct answer 5 sequential stages of self leadershp: -realistic, yet challenging -specific and quantifiable -time specific -...

Marketing 3410 Chapter 3consumer market - correct answer a market in which consumers purchase goods and services for their use or consumption business market - correct answer a market composed of firms, institutions, and governments who acquire goods and services to use as inputs into their own manufacturing process, for use in their day-to-day operations, or for resale to their own customers concentrated demand - correct answer small number of large buyers account for most of the purchase...

Marketing 3410 Chapter 2trust - correct answer the extent of the buyer's confidence that he or she can rely on the salesperson's integrity 1. Do you know what you are talking about? (competence, expertise) 2. will you recommend what is best for me? (customer orientation) 3. Are you truthful? (honesty, candor) 4. Can you and your company back up your promises? (dependability) 5. Will you safeguard confidential information that I share with you? (customer orientation, dependability) - cor...

Marketing 3410 Chapter 7check-backs or response checks - correct answer seeking feedback from the buyer -employed at two key points: 1. after a specific feature-benefit sequence in order to confirm the benefit and better assess the prospective buyer's level of interest; 2. following the response to an objection in order to evaluate the level to which the salesperson has handled the problem confirmed benefits - correct answer benefits the buyer had indicated are of interest; specific to the ...