levra@mxxia.clubCOMPANY: CIMB BANK3. Sales Call Objective (must require customer action (i.e. making a purchase, supplying information etc.)4. Linking Buying Motives, Benefits, Support Information, and Reinforcement Methods: (address the buying motives of all persons involved in the upcoming sales call.) Section 3: Sales Call Objective3. Sales Call Objective (must require customer action):(continued)Section 4: Linking Buying Motives, Benefits, Support Information, and other ReinforcementMethods4. Linking Buying Motives, Benefits, Support Information, and other Reinforcement Methods.(Repeat for each influencer who will be involved in the upcoming sales call.)A. Buying Motives: What ismost important to theprospect(s) in making apurchase decision? Rationalmotives include economicissues such as quality, cost,service capabilities, and thestrategic priorities of theprospect's company. Emotional Each benefit shouldmotives include fear, status,and ego-related feelings. Listall relevant buying motives inorder of importance.B. Specific Benefits Matched C. Information D. Whereappropriate,to be stressed are arranged support claims methods forreinforcing verbalcontent (Audio/Visual, collateralmaterial,illustrations,testimonials, etc.).to Buying Motives: Benefits needed toin priority order (sequenceto be followed unlessfor eachbenefit.prospect feedback duringthe presentation indicatesan alternative sequence).correspond to one or morebuying motives.1.2.3.4.

Sales Call Objective: Call objectives refer to the call that comes in many forms and sizes, but they…

3. Sales Call Objective (must require customer action (i.e. making a purchase, supplying information etc.) 4. Linking Buying Motives, Benefits, Support Information, and Reinforcement Methods: (address the buying motives of all persons involved in the upcoming sales call.)

3. Sales Call Objective (must require customer action (i.e. making a purchase, supplying information etc.) 4. Linking Buying Motives, Benefits, Support Information, and Reinforcement Methods: (address the buying motives of all persons involved in the upcoming sales call.)

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

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