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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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Question

Which of the following statements describes personal selling?
O It is increasingly dependent on the internet.
O It does not focus on customer loyalty.
O It does not focus on creating a long-term relationship with the buyer.
O It focuses on creating a win-lose outcome with the buyer.

In the selling process, which of the following is true of a salesperson's conducting the needs
assessment of prospective clients?
O It should be carried out by the salesperson during development of the sales proposal.
O It requires the salesperson to be aware of regulations and legislation that affect the industry.
O It does not include the impact of competition on the demand for the product that is being sold.
O The salesperson in relationship selling does not need to conduct a needs assessment.

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Which statement best describes EQ?
Martin has just launched a new set of children’s books called RugRatReaders. These books are largely indestructible due to the materials they are made from. What does this feature represent? a. the product's tactical advantageb. the product's competitve advantagec. the product's feedbackd. the product's objective strategy
Buyers have to accept that all products are safe O True False
Which of the following statements describes personal selling? a. It does not focus on customer loyalty. b. It does not focus on creating a long-term relationship with the buyer. c. It is increasingly dependent on the internet. d. It focuses on creating a win-lose outcome with the buyer.
Which of the following defines an Account as one of the Customer Relationship Management key players the most? An individual or organization with an interest in what a business is selling. A qualified prospect who has a high probability of becoming a customer. Companies (or households for B2C) with whom a company has business relations. A company’s representative responsible for purchasing a product.
Assume you are in an organization that is experiencing difficulty competing with others within a particular industry as a result of the entry of several new competitors into the market. You have been tasked by the organization's leadership with developing a creative marketing solution. Utilize deductive arguments to support the proposed solution. The response should include one of the following: hypothetical syllogism, categorical syllogism, argument by elimination, an argument based on mathematics, or argument from the definition.
In your initial post, provide an example of products purchased for a business where the risk of loss is on the seller. In your second post, provide an example where the risk of loss is on the buyer. In your third post, respond to at least one peer and comment on one of your peer’s posts.
Discuss the effectiveness of a sales letter when it grabs the reader’s attention, builds interest, and motivates action. What mistakes have you seen in sales letters that should be avoided in your writing? Provide some concrete examples on how they could be overcome.
Please do not give solution in image format thanku
1. Many of us are not comfortable selling or don’t think we would be a good sales person. Find a video on a sales technique or process that they are comfortable with and would believe in. Provide the link to the video and write a 1-2 paragraph overview of the video and tell why you liked this sales technique.
"Prospecting and Qualifying" is the step in the selling process in which the salesperson meets the customer for the first time learns as much as possible about a prospective customer before making a sales call identifies potential customers tells the product's "value story" to the customer clarifies and overcomes customer objections to buying
Critical Thinking In the buying center, the gatekeeper controls information flow to others in the center. Thus, the gatekeeper determines which possible sellers are heard and which are not. Does the gatekeeper have too much power? What policies might be implement- ed to make sure that all possible sellers are treated fairly?

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