chapter 11 - april 4th

Question 1

• involves the delivery of personalized and often interactive promotional materials to individual consumers via companies or devices such as postal mail, flyers and catalogs, telephone (landline and mobile), television and computers and tablets.
• It relies on direct communication to individual consumers or their devices.
  
  • Display Advertsing
  • Direct Mail
  • Catalogues
  • Direct Response TV
  • Email
  • Flyers
  • Interstitials
  • Search Ads
  • Social media - ad based, branded social media
  • Voice calls and text messages
  • Apps
  • Websites

Answer 1

direct promotion

Question 2

• the activities in which companies engage to create a positive image for a company, product, service or a person or to address criticism
  Press releases are used to create publicity

Answer 2

PR

Question 3

• Transactional
• Functional
• Affiliative
• Strategic

Answer 3

4 types of sales relationships

Question 4

• Script Based Selling
• Needs Satisfaction Selling
• Consultative Selling
• Strategic Partner Selling

Answer 4

selling strategies

Question 5

different types of sales relationships (4)

Answer 5

• Transactional
• Functional
• Affiliative
• Strategic

Question 6

name 4 selling strategies

Answer 6

• Script Based Selling
• Needs Satisfaction Selling
• Consultative Selling
• Strategic Partner Selling

Question 7

1. approach
2. needs identification
3. presentation
4. objection handiling
5. close
6. implement and provide customer service

Answer 7

the selling process

Question 8

1. leads
2. suspects
3. prospects
4. customer

Answer 8

the sales funnel

Question 9

_______is someone with BANT
– Budget
– Authority
– Need
– Time

Answer 9

a prospect

Question 10

3 types of sales metrics

Answer 10

• Conversion Ratio
• Win Loss Ratio
• Sales Quotas