C:\fakepath\v52.yuan jiao.revised top 10 questions for chapter 19

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Top 10: Answers to the learning questions forTop 10: Answers to the learning questions forBy: Yuan JiaoSeptember 03,2010Chapter 19: Managing Personal Communications is the use of consumer-direct(CD) channels to reach and deliver goods and services to customers without using marketing middlemen.Interactive marketingDirect marketingBoth of aboveNone of aboveTop Question No.1Direct marketing is the use of consumer-direct(CD) channels to reach and deliver goods and services to customers without using marketing middlemen.Concept 1 is the use of consumer-direct(CD) channels to reach and deliver goods and services to customers without using marketing middlemen.Interactive marketingDirect marketingBoth of aboveNone of aboveTop answer No.1 is a way of advertising in which advertisers mail printed ads, letters or other solicitations to large groups of consumers.Direct mailCatalog marketingTelephone marketingNone of aboveTop Question No.2Direct mail is a way of advertising in which advertisers mail printed ads, letters or other solicitations to large groups of consumers.Concept 2 is a way of advertising in which advertisers mail printed ads, letters or other solicitations to large groups of consumers.Direct mailCatalog marketingTelephone marketingNone of aboveTop answer No.2 is the catalog solution designed exclusively to offer your company maximum sales, profit and success.Direct mailCatalog marketingTelephone marketingNone of aboveTop Question No.3Catalog marketing is the catalog solution designed exclusively to offer your company maximum sales, profit and success.Concept 3 is the catalog solution designed exclusively to offer your company maximum sales, profit and success..Direct mailCatalog marketingTelephone marketingNone of aboveTop answer No.3 is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call.Direct mailCatalog marketingTelephone marketingNone of aboveTop Question No.4Telephone marketing is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call.Concept 4 is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call.Direct mailCatalog marketingTelephone marketingNone of aboveTop answer No.4 allows customers to participate in a Brand's process to build its image in a certain market or target group's minds.Interactive marketingDirect marketingBoth of aboveNone of aboveTop Question No.5Interactive marketing allows customers to participate in a Brand's process to build its image in a certain market or target group's minds.Concept 5 allows customers to participate in a Brand's process to build its image in a certain market or target group's minds.Interactive marketingDirect marketingBoth of aboveNone of aboveTop answer No.5Important guideline for productive e-mailGive the customer a reason to respondPersonalize the content of your e-mailOffer something the customer cant get via direct mailMake it easy for customers to unsubscribeAll of aboveNone of aboveTop Question No.6Important guideline for productive e-mail:Give the customer a reason to respondPersonalize the content of your e-mailOffer something the customer cant get via direct mailMake it easy for customers to unsubscribeConcept 6Important guideline for productive e-mailGive the customer a reason to respondPersonalize the content of your e-mailOffer something the customer cant get via direct mailMake it easy for customers to unsubscribeAll of aboveNone of aboveTop answer No.6Two notable forms of word-of-mouth marketing are ,which seeks to get people talking about brand by ensuring that a product or service or how it is marketed is out of the ordinary, and ,which encourages people to exchange information related one way or another to a product or service online.Viral marketing, buzz marketingBuzz marketing, viral marketingOnline communities, telemarketingTelemarketing, online communitiesTop Question No.7Two notable forms of word-of-mouth marketing are buzz marketing, which seeks to get people talking about brand by ensuring that a product or service or how it is marketed is out of the ordinary, and viral marketing, which encourages people to exchange information related one way or another to a product or service online.Concept 7Two notable forms of word-of-mouth marketing are ,which seeks to get people talking about brand by ensuring that a product or service or how it is marketed is out of the ordinary, and ,which encourages people to exchange information related one way or another to a product or service online.Viral marketing, buzz marketingBuzz marketing, viral marketingOnline communities, telemarketingTelemarketing, online communitiesTop answer No.7A is a limited area on the web managed and paid for by an external advertiser/company.MicrositeWebsitesSearch adsdisplay adsInterstitialsInternet-specific ads and videosTop Question No.8A microsite is a limited area on the web managed and paid for by an external advertiser/company.Concept 8A is a limited area on the web managed and paid for by an external advertiser/company.MicrositeWebsitesSearch adsdisplay adsInterstitialsInternet-specific ads and videosTop answer No.8Which step involved in managing the sales force:Recruiting and selecting sales representativesTraining the representatives in sales techniques and in the companys product, policies, and customer-satisfaction orientationSupervising the sales force and helping reps to use their time efficientlyMotivating the sales force and balancing Evaluating individual and group sales performanceAll of aboveNone of aboveTop Question No.9Steps involved in managing the sales force:Recruiting and selecting sales representativesTraining the representatives in sales techniques and in the companys product, policies, and customer-satisfaction orientationSupervising the sales force and helping reps to use their time efficientlyMotivating the sales force and balancing Evaluating individual and group sales performanceConcept 9Which step involved in managing the sales force:Recruiting and selecting sales representativesTraining the representatives in sales techniques and in the companys product, policies, and customer-satisfaction orientationSupervising the sales force and helping reps to use their time efficientlyMotivating the sales force and balancing Evaluating individual and group sales performanceAll of aboveNone of aboveTop answer No.9Effective salespeople are trained in the methods of analysis customer management, as well as the art of sales stances, but most trainers agree that selling is a six-step process: ,closing, and follow-up and maintenance.Prospecting and qualifying customers, pre-approach, presentation and demonstration, overcoming objectivesPre-approach, Prospecting and qualifying customers, presentation and demonstration, overcoming objectivespresentation and demonstration, Prospecting and qualifying customers, pre-approach, overcoming objectivesOvercoming objectivesprospecting and qualifying customers, pre-approach, presentation and demonstrationTop Question No.10Effective salespeople are trained in the methods of analysis customer management, as well as the art of sales stances, but most trainers agree that selling is a six-step processes: Prospecting and qualifying customers, pre-approach, presentation and demonstration, overcoming objectives, closing, and follow-up and maintenance.Concept 10Effective salespeople are trained in the methods of analysis customer management, as well as the art of sales stances, but most trainers agree that selling is a six-step process: ,closing, and follow-up and maintenance.Prospecting and qualifying customers, pre-approach, presentation and demonstration, overcoming objectivesPre-approach, Prospecting and qualifying customers, presentation and demonstration, overcoming objectivespresentation and demonstration, Prospecting and qualifying customers, pre-approach, overcoming objectivesOvercoming objectivesprospecting and qualifying customers, pre-approach, presentation and demonstrationTop answer No.10