MKTG 426 - Quiz 5(All solved)

Process of developing effective sales copy correct answers Part 1. - The information gathering stage Part 2. - The writing stage Part 3 and 4. - The execution and layout stage The Information Gathering Stage correct answers Pull from these sources: best salespeople, product development managers, competitors, open-source (public) information Step 1. Listen to Your Company's Sales Reps Step 2. Check your competition Step 3. Get your competitor's sales information kit Step 4. Research Trade Publications in Your Industry Step 5. Publicly-available information on competitors and markets True or False: Your company's best advertising copy comes from your company's best salespeople. correct answers True "Good" correct answers Sales benefits that belong in your company's sales copy, or elsewhere in promotional text "Better" correct answers Sales benefits that belong in bold-faced subheads, bullet points or in other, more prominent positions "Best" correct answers Key sales points that can stand alone as headlines in marketing deliverables, and major sales headlines for brochures, signage or other collateral major objections correct answers ask sales reps about these questions a prospective customer will commonly raise against these stated benefits Questions to Ask Salespeople correct answers What are the prospect's other areas of resistance to buying your company's products? What other reasons do prospects have for saying "No?" What do your salesman really have to say about how your company's products and how they stack up against those of your company's competitors? Most Effective Elevator Pitches correct answers linking the familiar with the unfamiliar it's easy to do, and you won't risk much catching a new wave Writing Effective Advertising and Promotional Copy correct answers Step 1. The Laundry List