Bundle: Essentials of Business Communication, 11th + MindTap Business Communication, 1 term (6 months) Printed Access Card
11th Edition
ISBN: 9781337736312
Author: Mary Ellen Guffey, Dana Loewy
Publisher: Cengage Learning
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Chapter 7, Problem 7.10AAC
Summary Introduction
To Determine:
A memo giving a rate increase announcement.
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Type the correct answer in each box. Spell all words correctly.
Which term describes a business that gives users access to the Internet for monthly, quarterly, or yearly charges?
A(n) is a business that provides users the access to the Internet for monthly, quarterly, or yearly charges.
Table: Factors causing the decline in salesFactors % ContributionDelayed deliveries 15%Lack of delivery personnel 8%Inaccurate sales orders 25%Wrong deliveries 32%Delayed invoicing 6%Pilferage 7%Expired items 7%
a. Following the Pareto Principle, what are the vital factors or main contributors to the decline in sales? Show your Pareto Chart and indicate or label the vital factors or contributors to the problem.Hint: know the vital few %
b. What are the vital factors or vital contributors to the problem?
c. If the sales and marketing manager wants to reduce the impact of vital factors or contributors by 70%, what will be a good GOAL Statement to improve his sales problem?
Customer Discovery
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How to get your first 10 customers?
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Your first 10 customers are actual people or organizations whom you think will use your product or service. This step is crucial because if you cannot identify real people or organizations who will serve as your first 10 target customers, this means that you don’t understand your customer segments.
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Bundle: Essentials of Business Communication, 11th + MindTap Business Communication, 1 term (6 months) Printed Access Card
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- E-book sales have now surpassed print book sales, resulting in lower margins for all companies in the publishing industry value chain. However, there is a silver lining to this trend—e-books can read the readers. Publishers and e-book retailers are gathering billions of bits of information from e-book readers. The publishing industry has been notorious for not conducting research, leaving authors to lament that they didn’t know who their readers were or what they wanted. The only way to know if readers liked a book was from sales data after the fact. Not anymore. Now companies know how many hours’ readers spend reading a book and how far they get when they open it. Some publishers are even testing e-book manuscripts, revising them based on feedback, and then publishing the print version. Scholastic Inc. has set up online message boards and interactive games to learn what storylines and characters are connecting with readers. Coliloquy digital books let readers choose their own stories,…arrow_forwardJane Dawson is a new sales representative for the Charles Schwab brokerage firm. In searching for clients, Jane purchased a mailing list of subscribers to The Wall Street Journal and called them all regarding their interest in discount brokerage services. She asked if they have any stocks and if they have a regular broker. Those people without a regular broker were asked their investment needs. Two days later, Jane called back with investment advice and asked if they would like to open an account. Identify each of Jane Dawson’s actions in terms of the personal selling processarrow_forwardAtleast 300 words explanation is required Describe the situation and two reasons for the success of Tesla( Car Manufacturer)arrow_forward
- Which report would you use to show top-selling and/or worst selling products? quickbooks online Product/Service List Transaction List by Tag Group Sales by Customer Summary Sales by Product/Service Summaryarrow_forwardDirection Multiple Choice 1. This refers to measure of how well customer expectation from a purchased product or service have been met a.Consumer goods b. Satisfaction c.Marketing d. Brand equity 2. This is the appreciation in a brand's value from the point of view of customers. a. Brand equity b. Satisfaction c.Marketing d. Consumer goods 3 These are products whose physical characteristics are so identical, that it would be difficult, it not impossible, to distinguish one purchased from one vendor or another a. Brand equity b. Consumer goods c. Marketing d. Primary Demand 4. It is a form of communicating or promoting the value of a product, service, or brand to the consumers. a Durable b. Primary demand c. Marketing d. Consumer goods 5. This can used in marketing to describe the way in which a service capacity cannot be stored for sale in the future. Services cannot be stored, saved, returned, or resold once they have been used Once rendered to a customer, the service is completely…arrow_forwardWhich of the following is NOT likely to be found in a company with a marketing orientation? The company: Sells whatever it can make. Designs its packaging as a selling tool. Uses marketing research to see if it is satisfying its customers. Sees delivery as a service. Focuses on locating new opportunities. Please share solution with reasoningarrow_forward
- Health plans look at capitation as a good way to control medical cost A. True B. Falsearrow_forwardMany insurance companies sell health insurance plans to companies. In these companies the em- ployees pick the plan, but the set of offered plans is determined by the company. Recently, Blue Cross–Blue Shield, a health insurance company, ran a television ad stating, “If your employer doesn’t offer you Blue Cross–Blue Shield cover- age, ask why.” Explain the promotional strategy behind the advertisement.arrow_forwardRequired: Select any organization that recently made the headlines due to either product / service failure. Conduct research on this organization and discuss the following:• The product or service that the organisation offers. • The product / service experience that the target market enjoys• The planned marketing communication tools mix that the company uses• How the organization responded when the unforeseen negative event occurred,including the mode of communication that was used to engage with the affected customers; as well as details of the corrective actions taken.• Make recommendations on how an organization can improve the handling ofnegative situations that affect customersarrow_forward
- Return on Marketing Investment (ROMI) has following components A. Internal Rate of Return B. Lifetime Value C. Costs associated with marketing investment D. All of the abovearrow_forwardWhich of the following is NOT likely to be found in a company with a marketing orientation? The company: Sells whatever it can make. Designs its packaging as a selling tool. Uses marketing research to see if it is satisfying its customers. Sees delivery as a service. Focuses on locating new opportunities.arrow_forwardPlease answer in detail Name and discuss 3 primary types of objections customers typically raise: 1. Price objection: Customer believes quoted price is too high. 2. Product Objection: Customer voices concerns about some element of product or service or customer might not be familiar with the product. 3. Time objection: Customer considering buying, but needs more time or customer has no intention of buying and wants to get rid of salesperson. Imagine you are newly employed as an Assistant Vice President (AVP) of Corporate Sales at a marketing organization. In the upcoming week, your team will be hosting a presentation for a new line of Tennis Rackets for 75 prospects. As you are aware, prospects are going to raise objections about this product. Using the compensation technique (admits the objection is valid but also discusses other benefits). and the acknowledgment technique (admits the objection is valid) discuss how one can apply these techniques to overcome objections. Why?…arrow_forward
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