1. What are the types of buyers? 2. Discuss the characteristics of business markets. 3. Research the different steps in Business-to-Business (B2B) buying process.
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- •Recognize key drivers of change in selling and sales management. •Understand best practices in selling. •Explain historical basis for stereotypical views of selling. •Outline stages in organizational buyer decision making.1. EXPLAIN THE STAGES OF CONSUMER BUYER DECISION PROCESS AND DESCRIBE HOW YOU OR YOUR FAMILY WENT THROUGH THIS PROCESS IN PURCHASING A JOLIBEE VALUE MEAL2. WHAT ARE THE DISADVANTAGES AND ADVANTAGES OF WEB BASED SURVEY OVER TRADITIONAL SURVEY RESEARCH?3. HOW DO INSTITUTIONAL AND GOVERNMENT MARKETS DIFFER FROM BUSINESS MARKETS?What were the top 3 associations that SFA led to in the minds of customers concerning the salesperson? Satisfaction with the salesperson, information, and product knowledge Trust in the salesperson, market knowledge, and responsiveness Professionalism, information, and market knowledge Information, understanding and anticipating needs, and decision making
- 2.Assuming you are a Sales Consultant to the Raysut Cement company, how best would you advise the company for their "business buying decision process"? Explain.1. Why is it important to track how our customers change over time? 2. Describe the three stages of the relationship a customer has with a firm (Hint: AER model) 3. What is a persona? How is it different from a market segment?Name four technologies businesses can useto improve buyer–seller relationships in B2Bmarkets
- Describe the buyer– 7seller relationship inbusiness-to-businessmarketing and thefour types of businesspartnerships.1. Which information is more valuable to marketers: information from databases, marketing intelligence or marketing research? How do these information differs?2. Name and describe the types of consumer buying behavior. Which one would you most likely to use when deciding on?3. Name and briefly discuss the stages of the business buying process?1. What are the importance of having Customer Relationship Management in a company? State at least three advantages of having CRM in the company 2. Give one company that represents Color Marketing and know the reason why they use that color.
- 1.What could be the possible risk/s in database marketing? 2. Based from your experience, what are the factor/s affecting your consumption behavior? Explain 3. B2B (business-to-business) marketing is marketing of products to businesses or other organizations for use in production of goods, for use in general business operations (such as office supplies), or for resale to other consumers, such as a wholesaler selling to a retailer. Do you think the ‘spray and pray’ approach is effective in attracting and retaining customers?The idea of spray and pray marketing is to send advertisements, or other forms of marketing communications, out to as many people as possible (spray), and hope that it motivates some of them to buy their product or show interest in their service (pray).Explain 4 levels of market segmentation of a CEO who is about to introduce a new product of a companyExplain the Buying Situations. Give practical example for each.