Shared Flashcard Set

Details

MAR4412
Exam 2
20
Marketing
Undergraduate 4
10/26/2009

Additional Marketing Flashcards

 


 

Cards

Term
Communication
Definition
The intentional/unintentional, conscious/unconscious conveyance of meaningful concepts through the use of one or more channels of conveyance.
Term
Axiom of Communication 1.
Definition
One cannot not communicate. It's 24/7.
Term
Axiom of Communication 2.
Definition
Simultaneously stimulus, response, and reinforcement.
Term
Axiom of Communication 3.
Definition
Relationship affects the meaning and interpretation of content.
Term
Axiom of Communication 4.
Definition
V/NV
Verbal: Formal structure/language/rules/ Superior for content, less satisfactory for relationship.
Nonverbal: No such.... Less satisfactory for content, superior for relationship.
Term
Axiom of Communication 5.
Definition
Relationship can be on the same or different levels of power or assertiveness, which may shift abruptly.
Term
Axiom of Communication 6.
Definition
People are continuously redefining the nature of their relationship, especially trust, respect, and closeness.
Term
Module 5: Opening the Interview
Definition

BE FULLY PREPARED

 

  • Set a call objective and a secondary fallback position.
  • Assume the airline will lose your luggage and your laptop will be stolen.
  • Consider the possibilities of Web conferencing and having your presentation accessible online.
CHECK OUT ALL EQUIPMENT AND THE ROOM
  • Double-check meal and beverage service the night before and day of meeting. 
  • Bring your own pencils and paper, with name/logo of you and your prospect.
  • Something active after lunch, no serious business after happy hour.
SET THE AGENDA AT THE OUTSET
  • Establish common ground of values and organization culture.
  • Position yourself at the center of the decision-making process.
  • Have a high-quality printer or outsource the job.

 

Term
BE FULLY PREPARED
Definition

  • Set a call objective and a secondary fallback position. 
  • Assume the airline will lose your luggage and your laptop will be stolen. 
  • Consider the possibilities of Web conferencing and having your presentation online.

Term

CHECK OUT ALL EQUIPMENT AND THE ROOM 

Definition

  • Double-check meal and beverage service night before and day of meeting
  • Bring your own pencils and paper with your name/logo of you and your prospect.
  • Something active after lunch, no serious business after happy hour.

Term
SET THE AGENDA AT THE OUTSET
Definition

  • Establish common ground of values and organization culture.
  • Position yourself at the center of the decision-making process 
  • Have a high quality printer or outsource the job.

Term
Module 4: Prospecting and Getting Appointments
Definition

PROSPECTING IS YOUR MOST IMPORTANT ACTIVITY

 

  • Position yourself as an achievement-oriented person in achievement-oriented environments
  • Regularly send cards to prior customers. contact them at buying cycles and innovations
  • Generate new prospects through your network of professionals
THE SALES PRO'S APPROACH TO REFERRALS
  • Become the prime referral source for anything anyone needs.
  • Qualify your prospects and your referrals. Don't pursue or send unqualified prospects.
  • Send referrals, with your name on them, to current customers.
GETTING THE APPOINTMENT: CONVINCING PROSPECTS TO MEET WITH YOU IN PERSON
  • The purpose of the phone call is to get a face-to-face appointment. Period!
  • The more you talk to the secretary, the less likely you'll ever get through to the prospect.
  • Avoid gatekeepers by calling direct early.

 

Term

PROSPECTING IS YOUR MOST IMPORTANT ACTIVITY

Definition

 

  • Position yourself as an achievement-oriented person in achievement-oriented environments.
  • Regularly send cards to prior customers. Contact them at buying cycles and innovations.
  • Generate new prospects through your network of professionals.

 

Term
THE SALES PRO'S APPROACH TO REFERRALS
Definition

 

  • Become the prime referral source for anything anyone needs.
  • Qualify your prospects and your referrals. Don't pursue or send unqualified prospects.
  • Send referrals, with your name on them, to current customers.

 

Term

GETTING THE APPOINTMENT: CONVINCING PROSPECTS TO MEET WITH YOU IN PERSON

Definition

 

  • The purpose of the phone call is to get a face-to-face appointment. Period!
  • The more time you talk to the secretary, the less likely you'll get through to the prospect.
  • Avoid gatekeepers by calling direct early.

 

Term
Module 3: Communication and Relationships
Definition

BUILD A SOLID FOUNDATION OF EFFECTIVE COMMUNICATION BASICS

 

  • Write and email as you speak.
  • Demonstrate a positive attitude and enthusiasm. 
  • Ineffective nonverbal communication can put you out of the game in 7 seconds.
RELATIONSHIPS ARE THE KEY TO SUCCESS IN SELLING
  • Command respect. Do what you say you'll do, respect confidentiality, and be a person others like to do business with.
  • Never say "I couldn't help it, it's not my fault", even if you couldn't help it and it's not your fault. Just fix it.
  • There is a place for business gestures when you're not expecting something in return.
EMERGING ISSUES IN COMMUNICATION
  • Your company know everywhere your computer has ever been.
  • Contact prospects with an email or voice mail as a prelude to a personal contact.
  • Check email and voicemail first thing, before lunch, and at the end of the day. Reply and call back at once.

 

Term
BUILD A SOLID FOUNDATION OF EFFECTIVE COMMUNICATION BASICS
Definition


  • Write and email as you speak.
  • Demonstrate a positive attitude and enthusiasm.
  • Ineffective nonverbal communication can put you out of the game in 7 seconds.

Term
RELATIONSHIPS ARE THE KEY TO SUCCESS IN SELLING 
Definition


  • Command respect. Do what you say you'll do, respect confidentiality, and be a person others like to do business with.
  • Never say "I couldn't help it, it's not my fault," even if you couldn't help it and it wasn't your fault. Just fix it.
  • There is a place for business gestures when you're not expecting anything in return. 

Term
EMERGING ISSUES IN COMMUNICATION 
Definition

  • Your company knows everywhere your computer has been. 
  • Contact prospects with an email or voicemail as a prelude to a personal contact.
  • Check email and voicemail first thing, before lunch, and at the end of the day. Reply and call back all at once.

Term
Module 2
Definition

 

YOU GET PAID FOR RESULTS, NOT WORKING HARD

 

  • Determine your "A" priorities for the week and for today.
  • Designate THE most important "A1" priority.
  • Invest in technology and software to do "A" priorities more efficiently.
DON'T SQUANDER PRECIOUS TIME
  • Identify time gaps between activities, put that time to work.
  • Arrive to appointments early, then read or do paperwork. 
  • Winners don't sit around the office socializing and bitching.
NEW PERSPECTIVES ON WINING AND DINING
  • People who have time to take 2-hour lunches are not decision-makers.
  • The customer's money pays for meals and entertainment, ultimately.
  • When interviewing for a job, ask about the expectations for socializing.

 

Supporting users have an ad free experience!