Social Science Business Marketing
WGU D077
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D077 WGU D077 Marketing, Sale, and Custome... E2020202020020202
164 terms 300 terms Teacher 42 terms
jschwinn0 Preview lsumner95 Preview norber2
Practice questions for this set
Learn 1 /7 Study with Learn
Individuals at an organization who control the flow of information to and
among others within the buying center; often administrative professionals
Choose an answer
1 Resellers 2 Deciders
3 Gatekeepers 4 Consumers
Don't know?
The role of the company's marketing department is to ensure
The role of marketing in a firm's
that the company and its products provide value to the
business strategy.
customers it wants to attract.
Prospecting and Qualifying
Approaching customers
Name the 6 steps in the sales Presenting and demonstrating the product
process Handling objections
Closing
Following up
, Product Life Cycle Introductory: Low sales, Little or no profit, Often little to no competition
Individuals at an organization who suggest purchasing a product
Initiators
or service
Buyers who are responsible for the contract
Initiators
Deciders
organizational buying
Buyers
participants.
End users
Gatekeepers
Individual(s) at an organization making the final purchase
Deciders
decision, often the person who owns the budget
-Investigation information gathering
-Determine-thinking through your desired outcome
Five Phases of Negotiation -Presentation-assemble the information
-Bargaining-parties discuss their goals
-Closure-come to an agreement
Individuals at an organization who affect a purchase decision,
Influencers sometimes brought into the buying process to provide technical
expertise
Individuals at an organization who control the flow of
Gatekeepers information to and among others within the buying center; often
administrative professionals
Individuals at an organization who will use the product or service
End users
to be purchased
Distributive: Divide the pie (win-lose)
Integrative: Collaborate to expand the pie (win-win)
Negotiation Strategies Inductive: Start with details
Deductive: Start with the big picture
Mixed: Focus on key details and big picture items
Marketing includes the way companies put together product
Define Marketing offerings, price them, communicate with customers, and get
products from producers to the customer.
includes specific actions, such as advertising, to execute a
Tactical marketing
marketing strategy.
Influences on Consumer -Personal influences
Decision Making -Interpersonal influences
are unique to each consumer in the way they affect decision-
Personal influences making. These influences include needs and motivation,
perceptions, learning, and attitude
Positioning the product as the lowest cost or best value
Price Positioning Strategy
Economy brands
quality, features, style and design
Product attributes
2-in-1 shampoo and conditioner
Positioning a product where there is strong recognition for the
Product category Positioning
category and brand
strategy
Tesla, the elite car brand for the environmentally conscious
Product User Positioning Positioning a product for a specific user group
Strategy Johnson & Johnson baby products
WGU D077
Save
Students also studied
Flashcard sets Study guides
D077 WGU D077 Marketing, Sale, and Custome... E2020202020020202
164 terms 300 terms Teacher 42 terms
jschwinn0 Preview lsumner95 Preview norber2
Practice questions for this set
Learn 1 /7 Study with Learn
Individuals at an organization who control the flow of information to and
among others within the buying center; often administrative professionals
Choose an answer
1 Resellers 2 Deciders
3 Gatekeepers 4 Consumers
Don't know?
The role of the company's marketing department is to ensure
The role of marketing in a firm's
that the company and its products provide value to the
business strategy.
customers it wants to attract.
Prospecting and Qualifying
Approaching customers
Name the 6 steps in the sales Presenting and demonstrating the product
process Handling objections
Closing
Following up
, Product Life Cycle Introductory: Low sales, Little or no profit, Often little to no competition
Individuals at an organization who suggest purchasing a product
Initiators
or service
Buyers who are responsible for the contract
Initiators
Deciders
organizational buying
Buyers
participants.
End users
Gatekeepers
Individual(s) at an organization making the final purchase
Deciders
decision, often the person who owns the budget
-Investigation information gathering
-Determine-thinking through your desired outcome
Five Phases of Negotiation -Presentation-assemble the information
-Bargaining-parties discuss their goals
-Closure-come to an agreement
Individuals at an organization who affect a purchase decision,
Influencers sometimes brought into the buying process to provide technical
expertise
Individuals at an organization who control the flow of
Gatekeepers information to and among others within the buying center; often
administrative professionals
Individuals at an organization who will use the product or service
End users
to be purchased
Distributive: Divide the pie (win-lose)
Integrative: Collaborate to expand the pie (win-win)
Negotiation Strategies Inductive: Start with details
Deductive: Start with the big picture
Mixed: Focus on key details and big picture items
Marketing includes the way companies put together product
Define Marketing offerings, price them, communicate with customers, and get
products from producers to the customer.
includes specific actions, such as advertising, to execute a
Tactical marketing
marketing strategy.
Influences on Consumer -Personal influences
Decision Making -Interpersonal influences
are unique to each consumer in the way they affect decision-
Personal influences making. These influences include needs and motivation,
perceptions, learning, and attitude
Positioning the product as the lowest cost or best value
Price Positioning Strategy
Economy brands
quality, features, style and design
Product attributes
2-in-1 shampoo and conditioner
Positioning a product where there is strong recognition for the
Product category Positioning
category and brand
strategy
Tesla, the elite car brand for the environmentally conscious
Product User Positioning Positioning a product for a specific user group
Strategy Johnson & Johnson baby products
