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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
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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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.) 

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.
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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