2-19 and 2-21 Marketing Primer

Sales promotion promotional tool that stimulates

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Unformatted text preview: romotion Techniques B2B Sales Promotion Techniques Steps in Personal Selling Steps Prospect and qualify Preapproach Approach Make presentation Answer objections Close the sale Follow up Take Aways Differentiate!!!!!!!! Do not wait for customers to come to you, make it possible for them to buy your product; Never, never, ever price at cost plus!!!!!! Never, never, ever confuse promotion with merely advertising!!!!!!! Heck, never, never, ever confuse marketing with merely advertising!!!! AEM1200, Introduction to Business Management. Monday 2/10 – Wednesday 2/19 - Friday 2/21 A Primer on Marketing The marketing concept Deciding on a market Marketing strategy and the 4Ps Product Price Place Promotion The Marketing Mix (or the 4Ps) Product Anything that an organization offers to satisfy consumer needs and wants, including both goods and services; Price Quantity of payment or compensation given from one party to another in return for goods or services; Place Delivering the right product to the right person at the right place at the right time; Promotion Marketing communications designed to influence consumer purchase decisions through information, persuasion, and reminders. Marketing Intermediaries Organizations that assist in moving goods and services from businesses to businesses (B2B) and from businesses to consumers (B2C). The Supply Chain The Utilities Cre...
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This document was uploaded on 03/18/2014 for the course AEM 1200 at Cornell University (Engineering School).

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