Mkt 4200 Study guides, Class notes & Summaries

. Which of the following is not one of the four dimensions of sales call anxiety? a. A desire to perform safety-seeking behaviors b. Imagined negative evaluations from customers c. A negative self-evaluation d. Recognition of the economic value of prospecting activities e. Physiological symptoms 2. Which of the following statements about the use of humor in sales presentations is true? a. Humor should never be used in sales presentations b. Only use humor that is relevant to the group to...

1800s - early 1900's correct answers - Peddling network - No developed sale force - Sales"men" for a reason - A strong, stable currency - Easy to get credit - No laws protecting private property - Aggressive salesmanship - Salesmen flourished because there was no established aristocracy - "The Man Nobody Knows" - Jesus as a businessman Early 1900's correct answers - The industry started to take off - Coca-cola - The cash register took off Burroughs (cash register company) -...

What are the components of crafting a quick story? - CAR c- challenge or context (details) a- actions (specific action occurred that met the challenge or created an interesting point) r- resolution or result (end result/ what happened) What is personal selling? - Person-to-person communication with a prospect to present information about a product or service What is the personal selling process? - Developing relationships, discovering needs, matching products with need, communicating benef...

prospecting correct answers process of locating potential customers for a product or service lead correct answers potential prospect that may or may not have what it takes to be a true prospect qualify the lead correct answers the process of determining whether a lead is in fact a prospect prospect correct answers a lead that is a good candidate for buying what the salesperson is selling sales funnel correct answers prospecting term that reflects that some leads do not become prospec...

Evolution of Sales - New Selling of America correct answers Salespeople's jobs used to be more product-focused, now they are more customer-focused, their role has evolved into being a trusted advisor. They need a business mindset, understanding of organizational structure, analytical skills, language of business, customer relationship management, and academic credibility. two-way communication correct answers interpersonal communication in which both parties act as senders/receivers encod...

What are the components of crafting a quick story? - CAR c- challenge or context (details) a- actions (specific action occurred that met the challenge or created an interesting point) r- resolution or result (end result/ what happened) What is personal selling? - Person-to-person communication with a prospect to present information about a product or service What is the personal selling process? - Developing relationships, discovering needs, matching products with need, communicating benef...

Clemson University MKT 4200 Final Exam 2021-2022. Describe any one of the 3 campaign presentations American Express discussed on our first company session on Monday: American Express is involved in many campaigns to help create memories for its clients and prospective customers. One of its larger campaigns is the participation in Fashion Week. Carrie Hucko, Senior Manger, Fashion & Film Partnerships, Sarika Sangwan, Director, Digital Brand & Social Media Strategy, and Brenley Higgins, ...

Clemson University - MKT 4200 Test 3 Anwsers 2022.

Mission correct answers the organization's purpose for being - determines the company's direction and future - provides a template for decision making - everyone in company on the same page - facilitates change - shapes strategy: long term plans for using resources - facilitates evaluation Objective correct answers specific goals to achieve through a strategy - created quarterly or annually Strategy correct answers long term plans for using resources - must coincide with the m...