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.
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.
Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
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COMPANY FOREVER 21
WRITE THE Customer Value Proposition (A brief statement of how you will add value to the prospect’s business by meeting a need or providing an opportunity. Include a brief description of the product or servic)
A. Product/Services that delivers value:
B. Value proposition statement:
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