Reading...
Play button
Play button
Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
34 Cards in this Set
- Front
- Back
|
what are the 7 steps in the sales process?
|
1. preapproach
2. approach 3. demonstration 4. overcome objection 5. close sale 6. suggestive selling 7. follow-up |
|
|
what are 4 disadvantages of personal selling?
|
1. time required
2. less control 3. cost per customer 4. money to train skilled salespeople |
|
|
what are the 4 Ps of marketing?
|
1. product
2. promotion 3. place 4. price |
|
|
what is marketing?
|
the process of developing, promoting, distributing goods, services to satisfy customer needs and wants
|
|
|
market
|
potential customers with shared needs who have the desire and ability to buy a product/service
|
|
|
target marketing
|
marketing to a very specific group
|
|
|
demographics
|
describes the group being marketed to
|
|
|
examples of demographic characteristics
|
gender, age, income, lifestyle, religion, personality
|
|
|
what are 2 ways entertainment is used in marketing?
|
1. products marketed
2. used to draw attention to other products |
|
|
what's entertainment?
|
whatever people are willing to spend their money on and spare time (in viewing) rather than participate in
|
|
|
what's the difference between goods and services?
|
goods are products you can hold and touch, like objects, and services you can't hold and touch
|
|
|
what is a focus group?
|
a group of people who give their opinions on a product to help market it.
|
|
|
what was the name of the demographic group in the 60 minutes video?
|
echo boomers
|
|
|
how did scion promote the cars to its traget market?
|
they had a basketball game and breakdancing
|
|
|
what is the difference between target marketing and mass marketing?
|
target marketing it marketing to a specific group and mass marketing is marketing to everyone in general and not a specific group
|
|
|
provide an example of a service
|
an accountant filling your taxes
|
|
|
what are helicopter parents?
|
parents who are very overprotective of their kids
|
|
|
deinfition of market
|
ability to buy a product
|
|
|
what is the main purpose of all marketing activity?
|
to make money through increased awareness and increased sales
|
|
|
what is advertising?
|
PAID communication of information, created to sersuade the consumer about products, services offered
intended to reach a target market |
|
|
the goal of advertising
|
to get you to buy the product/service
|
|
|
types of advertising
|
1. informative
2. emotional (aw and yuk factor) 3. both |
|
|
what are other effective forms of advertising?
|
1. humor
2. scare tactics (financial, home security) |
|
|
how do companies research consumers?
|
surveys, interviews, and focus groups
|
|
|
why do companies research consumers?
|
to see:
what they like or dislike how they spend their money what motivates them what ads will have the most impact info is used in creating ads |
|
|
what does the NCAA stand for?
|
national collegiate athletic association
|
|
|
what is the ncaa?
|
governing body of college sports
|
|
|
market segment of college athletics
|
-graphic segmentation
--demographic segmentation -psychographics -product usage -benefits derived |
|
|
licensing
|
school gets % of the sales
|
|
|
5 advantages of personal selling
|
1. more information
2. flexible 3. use feedback 4. persuade 5. follow-up |
|
|
disadvantages of personal selling (4)
|
1. cost per customer
2. time required 3. less control 4. skilled personnel |
|
|
when were echo boomers born?
|
80's and early 90's
|
|
|
what are echo boomers activities like?
|
structured
|
|
|
List 4 of the 7 functions of marketing
|
1. financing
2. pricing 3. distribution 4. promotion |
