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EBK MARKETING
9th Edition
ISBN: 9780134292786
Author: Stuart
Publisher: YUZU
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Question
Chapter 14, Problem 10QA
Summary Introduction
To define: Meaning of prospecting and way to qualify the prospect. Steps in creative selling process ever contacted the buyer are important to sale.
Introduction:
Prospecting is the prior steps in the process of sales, which helps in identifying the potential customers. The customers have different needs in actively buying the products of their demand. Approaches are used and analyzed by businesses to sell the required product in creative way so that customer is satisfied.
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- Choose a new product that you have purchased. What did you think about prior to purchasing the product? How long did you wait to purchase the product after it came out (innovator, early majority, late majority, laggard) Why? Where you satisfied with the product, why or why not? Has this product been successful in the market?arrow_forwardWhat is the objective of the sales presentation? Howmighl you overcome buyer objections?arrow_forwardWhy Personal selling is said to be consist of winning buyers confidence for seller house ?arrow_forward
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- If you were applying for a marketing job what are your unique selling propositions?arrow_forwardAssume that you are working in the marketing department of a major manufacturer of athletic shoes. Your firm is introducing a new product, a line of disposable sports clothing. That’s right—wear it once and toss it! You wonder if it would be better to market the line of clothing with a new brand name or use the family brand name that has already gained popularity with your existing products. Make a list of the advantages and disadvantages of each strategy. Develop your recommendation.arrow_forwardIdentify a product important to you that you purchased where you felt that the seller had done a particularly good job of understanding your needs and helping you select and truly benefit from the purchase and use of the product. What were the aspects of design of the product and/or the whole product that you believed were at the heart of this very favorable experience?arrow_forward
- Does the stand or belief of a company affect product sales? or do customers only care about pricing, brands, features, etc.arrow_forwardIn order for a market to exisit, there must be a need for a product, ability to pay, willing to buy, authority to buy, and be a group large enough to result in a profit. Without these, you do not have a viable market. What are some things a person can do to prevent not having a viable market?arrow_forwardWhy is follow-up after the sale so important in relationship selling?arrow_forward
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