MARKETING - RENTAL EBOOK ACCESS CODE
7th Edition
ISBN: 9781264156467
Author: Grewal
Publisher: MCG
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Chapter 20, Problem 4MA
Summary Introduction
To discuss: The reasons why salespeople must be good listeners and must be good at asking questions.
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Have you ever participated in marketing or media research? If so, then describe your experience. If not, then describe a topic you would be interested in providing feedback on.
If a business wants to gain media attention, make a memorable and positive connection with its target audience, and take a little risk or be a bit edgy, then which type of marketing tool would fit best for its marketing campaign?
why talking with buyers rather than talking at buyers is critical to success in selling. how salespeople use effective questioning to maintain subtle control over the buyer-seller communication dialogue.Give specific examples of how you’ve seen this done effectively or how you have seen this done poorly.
Chapter 20 Solutions
MARKETING - RENTAL EBOOK ACCESS CODE
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- If you are planning to enter a job in a sales position after college, what are those things that you need to consider? Explain why? Which question is really applicable to those people interested to make sales their profession, "is sales right for me?" or "am I right for sales?" Defend you answer. Being a millennial, do you think you have the capability to succeed in sales better than the traditional salespeople? Why do you think so? Give details to your answer.arrow_forwardAre most sales forces motivated/compensated to maximize revenues or profits? If you were designing a motivation/compensation system for a sales force, what would be its key components? Why?arrow_forwardYou are now consulting for a major beverage company. Talk on how the firm can improve its online reputation and how the internet fits into the bigger picture of your marketing strategy. Before releasing any new webpages to the public, it is recommended that you first release a draft.arrow_forward
- You're a consultant for an established beverage manufacturer. Provide the company with an overview of your marketing plan, highlighting the role the internet will play and outlining any steps the business must take to improve its online reputation. Create drafts of any necessary web pages in advance.arrow_forwardA critical part of leading a high-performance sales team is motivating salespeople to accomplish organization goals through an optimal salesforce reward system. what are the three (3) key areas of an optimal salesforce reward system.arrow_forwardHow did the introduction of Salesforce.com as an Internet-based service help sales representatives communicate better with customers?arrow_forward
- Explain why talking with buyers rather than talking at buyers is critical to success in selling. Discuss how salespeople use effective questioning to maintain subtle control over the buyer-seller communication dialogue.Give specific examples of how you’ve seen this done effectively or how you have seen this done poorly.arrow_forwardLook at the solutions individuals come up with and really use to fix the problems you've observed them having with mobile apps and PCs. Research several options that might make utilizing your product less frustrating for customers. What did you do when you were at your wit's end trying to fix a piece of software or an application that just wouldn't cooperate? Is there anything you can suggest to help with this issue?arrow_forward1. What are the key characteristics of effective sales dialogue? 2. Explain how salespeople can generate feedback from buyers.arrow_forward
- Competing with hundreds of applicants for an interviewto secure a marketing job can be stressful and frustrating.How do you personally cope with and overcome the continuous rejection and the prospect of being unemployed?arrow_forwardDo you believe it is unethical for a company to circulate fake news if it results in great sales? What can you do to ensure the information you are reading is accurate, trustworthy, and validated? What can happen to an organization that believes fake news?arrow_forward“Salespeople are communicators, not manipulators.” What does that mean? Why is it important to know the difference in sales?arrow_forward
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