Marketing 3410 ch 1 Study guides, Class notes & Summaries

marketing 3410 ch 1customer needs vs wants - correct answer needs are when a person feels deprived of basic necessities while a want is shaped by knowledge, culture, and personality. a marketer tries to satisfy both. environmental forces - correct answer social, economical, technological, competitive, and regulatory forces marketing mix - correct answer product, price, place, promotion, all of which are controllable factors customer value - correct answer quality, price, convenience, on...

Marketing 3410 Midterm (Ch. 1-5)Personal selling - correct answer An important part of marketing that relies heavily on interpersonal interactions between buyers and sellers to initiate, develop, and enhance customer relationships. Trust-Based Relationship Selling - correct answer A form of personal selling requiring that salespeople earn customer trust and that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer value. Prima...

Marketing 3410 Final (Ch. 6-10)Sales Call - correct answer An in-person meeting between a salesperson or sales team and one or more buyers to discuss business. Sales Dialogue - correct answer business conversation between buyers and sellers that takes place over time as salespeople attempt to initiate, develop, and enhance customer relationships Sales Presentations - correct answer Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase...