Marketing 301 Exam 3 Coupland
Study online at https://quizlet.com/_1pfiqv
1. public relations building good relations with the company's various publics
2. Goals of public rela- obtain favorable publicity
tions build up a good corporate image
handling unfavorable rumors, stories, and events
Credible
3. public relation news
tools speeches
special events
written materials
audiovisual materials
public service
buzz marketing
corporate web sites
4. undercover mar- marketing to people who do not know they are being marketed to
keting
5. Personal selling Salesperson covers a wide range of positions from order takers to order
getters
6. Salespeople Tasks create sales
build and maintain relationships
"boundary spanning"
7. Boundary span- educate customers (represent the company)
ning bring info to the company (represent the customers)
8. Major steps in the Prospecting and qualifying
selling process pre-approach
approach
presentation and demonstration
, Marketing 301 Exam 3 Coupland
Study online at https://quizlet.com/_1pfiqv
handling objections
closing
follow-up
9. Prospecting and obtain leads and scout out qualified prospects
qualifying Use: referrals, directories, and cold calling
qualify leads through screening process
10. Pre-Approach learn as much as possible about the prospective customer before making a
sales call
establish your call objectives: to make an immediate sale?, to gather info only?,
to qualify the prospect?
decide on the best approach: how and when to contact the person
11. approach salesperson meets the customer for the first time
iron out the following: salesperson appearance, opening lines, key questions
about buyer's needs, show a display or sample to attract attention or curiosity
12. Presentation and salesperson tells the product "story", highlighting customer benefits:1.
Demonstration Needs-satisfaction approach: show solutions, good listening skills
"magic word" questions
13. Handling objec- salesperson seeks out, clarifies, and overcomes customer objections to buying:
tions seeks out hidden objections, ask buyer to clarify objections
14. Closing 1. sales person asks customer for the order: recognize closing signals
2. Tactics: Directly ask for the order, Review points of agreement, offer to help
write up the order
15. Follow up follow up after the sale to ensure customer satisfaction and repeat business
16. Key talents of suc- intrinsic motivation
cessful salespeople disciplined work style
Study online at https://quizlet.com/_1pfiqv
1. public relations building good relations with the company's various publics
2. Goals of public rela- obtain favorable publicity
tions build up a good corporate image
handling unfavorable rumors, stories, and events
Credible
3. public relation news
tools speeches
special events
written materials
audiovisual materials
public service
buzz marketing
corporate web sites
4. undercover mar- marketing to people who do not know they are being marketed to
keting
5. Personal selling Salesperson covers a wide range of positions from order takers to order
getters
6. Salespeople Tasks create sales
build and maintain relationships
"boundary spanning"
7. Boundary span- educate customers (represent the company)
ning bring info to the company (represent the customers)
8. Major steps in the Prospecting and qualifying
selling process pre-approach
approach
presentation and demonstration
, Marketing 301 Exam 3 Coupland
Study online at https://quizlet.com/_1pfiqv
handling objections
closing
follow-up
9. Prospecting and obtain leads and scout out qualified prospects
qualifying Use: referrals, directories, and cold calling
qualify leads through screening process
10. Pre-Approach learn as much as possible about the prospective customer before making a
sales call
establish your call objectives: to make an immediate sale?, to gather info only?,
to qualify the prospect?
decide on the best approach: how and when to contact the person
11. approach salesperson meets the customer for the first time
iron out the following: salesperson appearance, opening lines, key questions
about buyer's needs, show a display or sample to attract attention or curiosity
12. Presentation and salesperson tells the product "story", highlighting customer benefits:1.
Demonstration Needs-satisfaction approach: show solutions, good listening skills
"magic word" questions
13. Handling objec- salesperson seeks out, clarifies, and overcomes customer objections to buying:
tions seeks out hidden objections, ask buyer to clarify objections
14. Closing 1. sales person asks customer for the order: recognize closing signals
2. Tactics: Directly ask for the order, Review points of agreement, offer to help
write up the order
15. Follow up follow up after the sale to ensure customer satisfaction and repeat business
16. Key talents of suc- intrinsic motivation
cessful salespeople disciplined work style
