Marketing 3131 E
April 12, 2015
1.) Xerox uses several steps of the personal selling process to focus on creating value for its
customers. Once potential clients are identified, a sales representative prepares for a
March 4, 2015
(C) handheld manual can openers - decline stage. Please explain why you offered
a.) According to the textbook The growth stage of the product life cycle is
characterized by rapid increase
February 15th, 2015
Module 4 Assignment:
1.) By using the method a survey of a cross-section of internet, the opinions of many
different people will be taken into account. Both users and nonusers of Carmex will
1.) According to the textbook social responsibility means that organizations are a part of a
larger society and accountable to that society for their actions, (pg.100). As the worlds
largest automobile manufacturer, Toyota has meet the profit expectations
January 30th, 2015
When looking to purchase a new cell phone the most important attributes for me are
display quality, messaging, and camera quality. This is mainly because I rely on my phone for
Chapter 4 Case Study
1. Environmental factors that are changing the way people buy cars is the population
in large cities are continuing to increase, which in return has caused car ownership
to decline. A reason this may be happening is it is becoming dif
Chapter 2 Ethics Exercises
1. I dont believe that marketing to the younger audience unethical because its more
of a matter of taste. They are not hurting anyone by doing so its more an issue
with the consumer taste or preference to let their 10 to 16- yea
Chapter 1 Ethics Exercise
1. Rani Pharmaceuticals shouldnt share their mailing list because its unethical.
Their customers trust them to give them their personal information in regards that
they will protect their information and not give it out.
2. I do
Marketing: Chapter 6: Consumer Buying Process
Stages of the Consumer Buying Process
The 6 stages are:
Problem Recognition(awareness of need)-difference between the
desired state and the actual condition. Deficit in assortment of
Marketing Vocabulary/Study for Exam 2
Requires no new learning by consumers.
Dynamically Continuous Innovation
Disrupts consumer's normal routine but does not require
totally new learning.
Requires new learni
The purpose of marketing
To help determine which groups of customers a company c
Paying for shelf space.
Recoup development costs, capitalize on price insensitivit
Build unit volume, disco
History & About Exchanges!
Marketing was used in the 1800s to describe agricultural product distribution
and selling activities.
Efforts to assign a formal definition to the field began in the early twentieth
Module 2: The Company Notes
About TOWS Analysis
Situations or changes in the market or
global economic environment which
could hurt your companys position.
Unserved or poorly served markets in
which your compan
Individual Product Branding Under this branding approach new
products are assigned new names with no obvious connection to existing
brands offered by the company. Under individual product branding the
marketing organization must work h
Module 5: Global Marketing
Global marketing - when a company looks at the entire world as one market.
International marketing - when a company based in one country decides to sell
products in another.
Modes of Entry into International Markets:
The traditional PLC has four
stages - _, _, _, and _.
Introduction, Growth, Maturity and Decline.
In PLC, there may also be a fifth
stage called _
A key addition to the NPD
concept is that there's typically a
_ in place at the end of eac
_ is often used as a catch-all word to identify solutions a marketer provides to its
Something is considered a _ if it is a tangible item.
Something is considered a _ if it is an offering a customer
Exam 1 Study Guide
What is the role of salespeople in business?
They sell by creating value for their customers
They have to uncover exactly what a customer is looking for and how a potential product
Ch 11 notes
Securing Commitment Today
o Buyers want to buy, not be sold
o Reliance on closing techniques may reduce the chance of making a sale
o No commitment, no sale
o Developing and building long-term relationships
o Part of the process
Essential elements of a sales call
The content of a sales call depends on :
o The specific situation
o The extent of the established relationship
Four As selling process
Waiting for the prospect
o Be on time or call if youre going to be a few minutes
Why Plan the sales call?
o The buyers time is valuable
o The sellers time is valuable
o Planning must fit into the salespersons goal for the account
Some accounts have greater strategic importance and require more
Chapter 5 notes
Standard memorized presentation
o Known as canned presentation
o Completely memorized sales talk
o Ensures salespeople will provide complete and accurate information
o Limited effectiveness
o Known as a prearranged pr
Communications decoding caused by:
o Encoding and decoding problems
o The environment in which the communications occur
The two way flow of information
Sending verbal messages effectively
o Choice of words
Rate of speech
Process of locating potential customers for a product or service
Most important activity a salesperson does
Salesperson must find new customers to replace those that switch to
competitors, go bankrupt, move out of the territory, merge with