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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levra@mxxia.club
COMPANY: CIMB BANK
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.)
Transcribed Image Text:Section 3: Sales Call Objective
3. Sales Call Objective (must require customer action):
(continued)
Section 4: Linking Buying Motives, Benefits, Support Information, and other Reinforcement
Methods
4. 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 is
most important to the
prospect(s) in making a
purchase decision? Rational
motives include economic
issues such as quality, cost,
service capabilities, and the
strategic priorities of the
prospect's company. Emotional Each benefit should
motives include fear, status,
and ego-related feelings. List
all relevant buying motives in
order of importance.
B. Specific Benefits Matched C. Information D. Where
appropriate,
to be stressed are arranged support claims methods for
reinforcing verbal
content (Audio/
Visual, collateral
material,
illustrations,
testimonials, etc.).
to Buying Motives: Benefits needed to
in priority order (sequence
to be followed unless
for each
benefit.
prospect feedback during
the presentation indicates
an alternative sequence).
correspond to one or more
buying motives.
1.
2.
3.
4.
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