University of Memphis
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Marketing 3410 Final (Ch. 6-10)Sales Call - correct answer An in-person meeting between a salesperson or sales team and one or more buyers to discuss business. 
 
Sales Dialogue - correct answer business conversation between buyers and sellers that takes place over time as salespeople attempt to initiate, develop, and enhance customer relationships 
 
Sales Presentations - correct answer Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase...
marketing 3410 final KeeneA customer cannot be turned onto an organization just by meeting many caring "can-do" people. (A) True (B) False - correct answer (B) False 
 
An executive summary should: 
 
(A) make it as easy as possible for a buyer to make a positive purchase decision. 
 
(B) spell out a customer's problems, the nature of the proposed solution, and the resulting benefits to the customer. 
 
(C) offer a succinct overview and background of a firm, but emphasize only the company...
Marketing 3410 LSU FinalWhat did the Jacksonville Jaguars do to their stadium to sell more tickets? - correct answer They built cabanas with swimming pools in their stadium to sell more tickets. 
 
Who is building excitement in Cleveland? 
Who does he play for? - correct answer Johnny Manziel 
Cleveland Browns 
 
How is Johnny Manziel making money for the Cleveland Browns? - correct answer His jerseys are selling, and more people are buying tickets, which in turn makes money for the team 
 
Why ...
Marketing 3410 Midterm (Ch. 1-5)Personal selling - correct answer An important part of marketing that relies heavily on interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relationships. 
 
Trust-Based Relationship Selling - correct answer A form of personal selling requiring that salespeople earn customer trust and that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer value. 
 
Prima...
Marketing 3410 MidtermPrimary job of an agent - correct answer Negotiate for their client 
 
Likability - correct answer The emotional impact you have on somebody 
 
Two important parts of likability - correct answer Visual and Vocal 
 
Visual Delivery - correct answer 55% 
 
Vocal Delivery - correct answer 38% 
 
Personal Brand Formula - correct answer (Performance + Personality + Visibility)*Trust 
 
What is considered the Great Equalizer - correct answer Trust 
 
Three objectives of branding ...
Marketing 3410The Marketing Process - correct answer 1. Understand the market place & customer needs & wants, 
 
2. Design a customer driven strategy, 
 
3. Construct marketing program to deliver value, 
 
4. Build profitable relationships, 
 
5. Create profits & customer equity 
 
Customer driven strategy - correct answer "Who is driving the bus?", 
 
The customer is in charge. 
 
Marketing Myopia - correct answer sellers get so caught up in the product or its features that they don't f...
MARKETING 3410Marketing Big Picture - correct answer To create value and 
satisfaction for customers and 
capture value in return. 
To retain long term, 
profitable relationships 
 
Marketing Process - correct answer Understand needs and 
wants 
Customer driven strategy 
Marketing program (4 Ps) 
Build relationships 
Create profits + cust. equity 
 
Define Marketing - correct answer Social and managerial process by which 
individuals and organizations obtain what 
they need and want through crea...
Marketing 3410 
personal selling - correct answer interpersonal interactions between buyer and seller to initiate, develop, and enhance customer relationships 
 
advantage of personal selling - correct answer immediate customer feedback 
 
-talking with buyer before, during and after sale 
 
trust-based relationship selling - correct answer salespeople earn customer trust and that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer...
Marketing 3410Market targeting - correct answer the process of evaluating each market segment's attractiveness and selecting one or more segments to enter 
 
Differentiation - correct answer Actually differentiating the firms market offering to create superior customer value 
 
Positioning - correct answer Arranging for a product to occupy a clear, distinctive and desirable place relative to competing prodcts in the minds of target consumers 
 
Geographic segmentation - correct answer Dividing ...
Midterm Exam - ADV 3410Cultural Marketing - correct answer entire idea is core of this class 
in the past, people only care about marketing based on demographics 
- hispanic = integrated 
 
Integrated Marketing Communication - correct answer strategic business process used to plan, develop, execute, and evaluate coordinated, measurable, persuasive brand communication programs with consumers, costumers, prospects employees, and other relevant external & internal audiences 
 
Objective - correct a...