Car insurance, stocks, software
Market themselves- Madonna, Lindsey Lohan, Paris Hilton, politicians, Kardashians, e
Coordinating all promotional tools to maximize informational and persuasive impact
- Advertising: Mass communication that is clearly identified by a sponsor (you know
Placement tries to find a balance between these three concerns:
- Coverage: How much of the market do you want to cover? How will you cover it?
- Control: Control t
Price is the value that is exchanged for the product
Total Revenue = Quantity sold x Price
Cost refers to the expenses incurred in trying to produce the product or render a service
Profit = Total revenue Total Costs
The study of influences that affect consumers and the processes with which they go through
when purchasing products for their personal or household use
- Psychology and Sociology applied to purchasing
TargetMarketAll consumers or businesses, depending on the market, who
purchase a particular item
ConsumerMarketPeople who purchase products for their own or for their
- Looking beyond the United States or ones domestic market for customers
- Necessary because foreign competitors have entered the domestic market and stolen
customers away from domestic companies
September 16, 2014
Stores have databases that store your zip code
September 9, 2014
Research that is done on a continual basis
1. Research whats trending, know whats going on in the world
Tries to determine what is going on in the marketing environment
2. Target a sp
Alexandra Nims, Sales Representative, Spectrum Naturals
Frank Notturno, Retail Buyer, Target
Organic Coconut Oil
Sales Call Objectives
Objective 1: Get in the door and sit down with Mr. Frank Notturno.
Objective 2: Set up a follow-up appointment with Mr.
Name, Sales Representative, Crow Canyon Archeology Center
Frank Notturno, High School Principal, Guide High School
High School Archeology Camp
Sales Call Objectives
Objective One: Get prospect to listen
Objective Two: Get prospect interested
18 September 2013
The article titled Millennials spur capitalism with a conscience, is about how kindness
in the marketplace has turned into a trend that cannot be ignored. Companies must continue to
Mid-Term Exam, Sales Management, 3870, Winter Term 2014. Name
1. Although there are different levels of organizational planning, the focus of strategic planning is on
branch plans and budgets.
departmental, yearly, and quarterly plans, policies, pro
Sales Management 3870, Mid Term Exam, Winter Term 2014
Case Study: Accessory Auto Parts. 50 Points Possible
Accessory Auto Parts (AAP) is a mid-level manufacturer, distributor, and marketer of accessory
parts for passenger cars and light trucks. AAP has b
Week 5 Assignment 3
It would be worthwhile for Marilyn to negotiate with Mr. Logan; because quality of the
product has decreased that surly it would not be meeting the specifications for the
company. She should talk to Mr. Logan by relating to
Quiz 7 Chapter 10, Sales Management, Winter Term, 2014. Name
1. T F In the sales management context, supervision is the interpersonal process of
communicating, inspiring, guiding, and influencing the behavior of subordinate salespeople
toward attaining or
Week 11 Assignment 2
The benefits a company can expect from a well-developed sales training program is
productivity increases with experience (p.254, Anderson, R., Etc). Morale increases
and helps turn over to decease. These tips will ultimate
MKT 3870 WB 01
Week 8 Assignment 3
The first company I would like to work at is General Motors, but it seems to be quite difficult to
find updated material on the company. GM is currently still undergoing a huge change in product
reorganization and tries
Beth is facing a couple moral dilemmas with her company. The most important dilemma
would be possible breaking the Fair Packaging and Labeling Act of 1966. The company
should label everything that the medication contains. The next dilemma would be
Quiz 1 Chapter One, Sales Management 3870, Winter Term 2014.
1. A _ is a market segment or group of present and potential customers who usually share some common
characteristics relevant to purchasing behavior.
Quiz 4, Sales Management, 3870. 2014 Winter Term Chapter 7. Name
B. 1. Even though most companies establish sales territories on a geographic basis, the major emphasis should be on
customers and prospects.
travel time of the sale
MKT 3870 WB01
2014 Case Study
By implementing a direct channel sales of APPs product could eliminate the product in
the retail stores. Since the product is now available straight through the manufactures
this could lead to a break in the strategic part
Quiz 6 Chapter Nine. Sales Management 3870, Winter Term, 2014. Name
True 1. T F Sales training programs often weed out individuals who slipped through the
selection process but are not actually fit for the job.
False 2. T F The step in the sales training
Quiz 5 Chapter 8. Sales Management, 3870, Winter Term, 2014. Name
B. 1. The first step in the systematic process for recruiting salespeople is to
attract a pool of sales recruits.
conduct a job analysis.
prepare a job description.
Quiz 3, Chapters 3 & 4. Sales Management, Winter Term, 2014. Name
1. _ involves matching individual products with individual customers.
2. The net positive worth resu
Final Exam: Sales Management 3870, Winter Term 2014. Name
1. T F A specific geographic area that contains present and potential customers and is
assigned to a particular salesperson is known as a metropolitan statistical area.
2. T F Computer databases en
Sales Management 3870, Winter Term, 2014. Quiz 2, Chapter 2
1. Ethics are
something that is basically irrelevant to business.
the study of what is right and wrong or good and bad and honest and dishonest.
rules clearly outlined in the Bible.
Syllabus Quiz, Sales Management 3870, Winter Term, 2014. Name_
1. The final withdrawal date for this course is March 28, 2014. (True or False)
2. There are/is no prerequisites for this course. (True or False)
3. Your participation in this course will requ