This preview shows pages 1–3. Sign up to view the full content.
This preview has intentionally blurred sections. Sign up to view the full version.View Full Document
Unformatted text preview: Study Guide: Exam 1 M KT 356, Winter 2011 Chapter 1: Selling and Salespeople Terminology to understand Go to market strategies Value proposition Customer Lifetime Value Sales Force Intensive Organizations Multi-channel strategy Integrated Marketing Communications Trade Salespeople Distribution Channel Missionary Salespeople Manufacturer’s Agents Field/Inside Salespeople Emotional Intelligence Topics to understand in greater detail 1. Place of personal selling in a firm’s promotion strategy. Why and when firms use personal selling vis-à-vis other promotion tools? 2. Different roles salespeople play at work 3. Understand four typical types of sales jobs: Best Buy, Hershey’s, Abbott Labs, IBM 4. Characteristics of successful salespeople. Why do they need these characteristics? 5. Rewards of a career in sales 6. Remember the key lessons from this chapter as discussed in class. Chapter 2: Building Partnering Relationships Terminology to understand Canned Sales Pitches Relationship Marketing Behavioral Loyalty Attitudinal Loyalty Functional Relationships Relational Partnerships Strategic Partnerships Customer Orientation Boundary Spanning Employees Topics to understand in detail 1. Difference between the Sales, Marketing, and Partnering era. 2. Different levels of marketing relationships: Solo Exchanges, Functional Relationships, Relational Partnerships, Strategic Partnerships 3. Five foundational elements of strategic partnerships (slide 12) 4. How can a salesperson develop t rust among his/her customers?How can a salesperson develop t rust among his/her customers?...
View Full Document
This note was uploaded on 04/05/2011 for the course MKT 356 taught by Professor Dalelva during the Fall '11 term at Grand Valley State.
- Fall '11