Book Study Guide Exam 1

Book Study Guide Exam 1 - Study Guide Characteristics of...

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Study Guide Characteristics of Successful Salespeople and Time Management (Chapter 2 in the Hamilton book) 1. Explain the acronym GREAT to characterize successful sales people in real estate. Gap- analysis to determine the clients needs and wants Respect- earn it Ethics- follow and ethical path Accept- accept the leadership role Trust- the ultimate goal is to have a trust relationship 2. Goal setting requires five important items. Explain briefly. Attainable and realistic Must be measurable Flexible Specific time frame Must be in writing 3. What are the steps for goal setting and achievement? Explain briefly. Well formed goal declaration Breaking down goals into a manageable steps Motivations and commitment Reminders to keep on track Frequent review and reassessment 4. Explain in your own words how effective real estate salespeople manage their time. Calculate your net earnings for the past year and divide that number by the hours you worked. Be sure to add in all he time you spent drinving to work and doing odd jobs. Study Guide Technology for the Real Estate Professional (Chapter 3 in the Hamilton book) 1. A database can be very helpful in prospecting and managing customers. What kind of data do effective real estate salespeople keep in their databases and why? Specific information related to the person or property. i. First name, number of bedrooms, property address, and any other criteria you entered in to a field. Any small conversation details that you had before. How you came in contact with the prospect. 2. What IT hardware do effective real estate salespeople have and how is this technology used. Explain briefly. Computers, digital cameras, PDA, real estate management software, seller and buyer presentation programs, broadband internet, scanner, personal
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website, portable printer, business mobile phone, home office fax and copy machines, and professional print capabilities. Study Guide Psychology of Marketing (Chapter 4 in the Hamilton book) 1. Describe in your own sources of motivation related to the purchase of real estate property. Physical Social Ego Spiritual needs 2. Describe in your own words sources of motivation related to the selling of real estate property. Same but greed because they want the most for their house Study Guide Marketing and Advertising (Chapter 5 in the Hamilton book) 1. What is a personal marketing plan? Describe briefly. It’s your overall marketing directions and it should guide you in your decision making for spending money and time. It should include projections for what you want to accomplish by marketing. 2. Describe common goals related to writing effective advertising. Attract attention- catch their eye
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This note was uploaded on 04/23/2008 for the course MKTG 4734 taught by Professor Sirgy during the Spring '08 term at Virginia Tech.

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Book Study Guide Exam 1 - Study Guide Characteristics of...

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