3. Sales Call Objective (must require customer action): (continued) Section 4: Linking Buying Motives, Benefits, Support Information, and other Reinforcer Methods 4. Linking Buying Motives, Benefits, Support Information, and other Reinforcement Methods. (Repeat for each influencer who will be involved in the upcoming sales call.) A. Buying Motives: What is most important to the prospect(s) in making a purchase decision? Rational motives include economic B. Specific Benefits Matched C. Information D. Where appropriate, to be stressed are arranged support claims methods for to Buying Motives: Benefits needed to in priority order (sequence to be followed unless for each benefit. reinforcing verbal content (Audio/ Visual, collateral issues such as quality, cost, service capabilities, and the strategic priorities of the prospect's company. Emotional Each benefit should motives include fear, status, prospect feedback during the presentation indicates an alternative sequence). material, illustrations, testimonials, etc.). correspond to one or more buying motives. and ego-related feelings. List all relevant buying motives in order of importance. 1. 2. 3. 4.

What format should the ad agency use for promoting a technical product? influencer persuasive reminder informative.

I am involved in a limited to medium information search effort that includes memory based information as well as some external search from an online product website. Which of the following items would likely fall under this category? A A bar of bath soap A new "running watch" that has built in GPS В as well as a heart rate monitor, C An expensive diamond engagement ring D A new F-150 truck

20. Brand awareness is the user's ability to recognize and remember a brand; It is possible to measure it by tracking the sources from which the traffic comes, knowing the demographic data of the users who access the content. The tool that provides us with these data to measure is: Select one: a.Google Analytics b.feedback collection c.benchmarking d.social media listening

Introduction to business question

4 Which of the following are true about Advertising.   Select 3 correct answer(s) Question 4 options:   It is the form of communication   Advertising is a form of personal communication   It pays for the use of communication media    It is a marketing function

What is the level of difference between the sales and market orientation?   Question 4 options:   a)  No difference   b)  Small difference   c)  Moderate difference   d)  Significant difference

What were the top 3 associations that SFA led to in the minds of customers concerning the salesperson?    Satisfaction with the salesperson, information, and product knowledge Trust in the salesperson, market knowledge, and responsiveness Professionalism, information, and market knowledge Information, understanding and anticipating needs, and decision making

ome Question 8 - Marketing Resea X https://ezto.mheducation.com/ext/map/index.html?_con=con&external_browser=0&launchUrl=https%253A%252F%252Flms.mheducation.com%252Fmghmiddl... Content G Image result for cur... raw Fill X ting Research Assessment Content Booking.com McAfee Security a Amazon.com - Onli... Multiple Choice O O inferential statistics. descriptive statistics. informational statistics. X Statistics that allow marketing researchers to make generalizable conclusions about a population by studying a smaller group from that population is known as narrative statistics. proportional statistics. Module Preview X Appeal No. A Help G C Save & Exit