GB 350 SURE A SETS ANSWERS AND QUESTIONS SET
A+
✔✔Sales Orientation - ✔✔Aggressive sales techniques and belief that high sales result
in high profits.
Believe marketing is selling things and collecting money
** Problem - lack understanding of the needs and wants of the marketplace
✔✔Market Orientation - ✔✔satisfying customer needs and wants while meeting
objectives
obtain information about customers, competitors, and markets to identify opportunities
for customer value creation.
Determine how to deliver superior customer value
✔✔Baldridge Performance Excellence Framework - ✔✔award given to organizations
that can provide evidence to a committee that they have assumed a total business
perspective
✔✔Societal Marketing Orientation - ✔✔inward. organization exists not only to satisfy
customer wants but also to preserve or enhance individuals' and society's long term
best interests
✔✔Justifying premium prices - ✔✔one of societal marketing orientation's biggest
obstacles
✔✔1. Organization's focus
2. Firm's business
3. Those who the product is directed
4. Firm's primary goal
5. Tools the organization uses to achieve its goals - ✔✔Comparing the sales and
market orientations 5 characteristics
, ✔✔-obtain information about customers, markets and examine from a total business
perspective
- determine how to deliver superior customer value
- implement actions to provide value - ✔✔Achieving a marketing orientation
✔✔- offer products that perform
- earn trust
- avoid unrealistic pricing
- give the buyer facts
- offer organization-wide commitment in service and after-sales support
- co creation with customers - ✔✔6 customer value requirements
✔✔Customer satisfaction - ✔✔customers evaluation of a good/service in terms of
whether that good/service has met their expectations and needs
✔✔Benefits - cost = - ✔✔satisfaction level
✔✔Relationship marketing - ✔✔strategy focused on keeping and improving
relationships with customers
✔✔1. customer oriented personnel
2. effective training programs
3. empowered employees
4. teamwork - ✔✔Successful strategies need:
✔✔- ensures a customer focus
- encourages innovation and creativity
- stimulated an awareness of changes in customer preferences - ✔✔Knowing the firm's
business:
✔✔- important to society, business, and opportunities
- marketing affects everyone, everyday - ✔✔Why do we study marketing?
✔✔Strategic Planning - ✔✔managerial process of creating and maintaining a fit
between the organization's objectives and resources and the evolving market
opportunities
✔✔1. what is the organization's main activity at a time?
2. How will we reach goal? - ✔✔2 strategic marketing management questions
✔✔- distinct mission and specific target
- control over its resources
- its own competitiors
A+
✔✔Sales Orientation - ✔✔Aggressive sales techniques and belief that high sales result
in high profits.
Believe marketing is selling things and collecting money
** Problem - lack understanding of the needs and wants of the marketplace
✔✔Market Orientation - ✔✔satisfying customer needs and wants while meeting
objectives
obtain information about customers, competitors, and markets to identify opportunities
for customer value creation.
Determine how to deliver superior customer value
✔✔Baldridge Performance Excellence Framework - ✔✔award given to organizations
that can provide evidence to a committee that they have assumed a total business
perspective
✔✔Societal Marketing Orientation - ✔✔inward. organization exists not only to satisfy
customer wants but also to preserve or enhance individuals' and society's long term
best interests
✔✔Justifying premium prices - ✔✔one of societal marketing orientation's biggest
obstacles
✔✔1. Organization's focus
2. Firm's business
3. Those who the product is directed
4. Firm's primary goal
5. Tools the organization uses to achieve its goals - ✔✔Comparing the sales and
market orientations 5 characteristics
, ✔✔-obtain information about customers, markets and examine from a total business
perspective
- determine how to deliver superior customer value
- implement actions to provide value - ✔✔Achieving a marketing orientation
✔✔- offer products that perform
- earn trust
- avoid unrealistic pricing
- give the buyer facts
- offer organization-wide commitment in service and after-sales support
- co creation with customers - ✔✔6 customer value requirements
✔✔Customer satisfaction - ✔✔customers evaluation of a good/service in terms of
whether that good/service has met their expectations and needs
✔✔Benefits - cost = - ✔✔satisfaction level
✔✔Relationship marketing - ✔✔strategy focused on keeping and improving
relationships with customers
✔✔1. customer oriented personnel
2. effective training programs
3. empowered employees
4. teamwork - ✔✔Successful strategies need:
✔✔- ensures a customer focus
- encourages innovation and creativity
- stimulated an awareness of changes in customer preferences - ✔✔Knowing the firm's
business:
✔✔- important to society, business, and opportunities
- marketing affects everyone, everyday - ✔✔Why do we study marketing?
✔✔Strategic Planning - ✔✔managerial process of creating and maintaining a fit
between the organization's objectives and resources and the evolving market
opportunities
✔✔1. what is the organization's main activity at a time?
2. How will we reach goal? - ✔✔2 strategic marketing management questions
✔✔- distinct mission and specific target
- control over its resources
- its own competitiors
