Term
| Anderson's Model of Personal Selling |
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Definition
1.Prospecting and qualifying
2. Planning the sales call
3. Approaching the prospect
4. Sales Presentation
5.Negotiating resistance/objections
6. Closing the Sale
7. Servicing the Account |
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Term
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Definition
when people use inconsequential terms to form alliances and loyalties.
(ex. studied # of people in football season after the saturday game, more people wear it on monday, than when they lose on the saturday.) |
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| if i do something for you, you should return the favor. |
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| tendency to see an action as more appropriate when others are doing it. |
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the process of people becoming less aware of themselves and less concerned with how others will evaluate them.
(you can't go onto the field until the game is over, but when the game is really good everyone rushes the field.) |
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| people will think everbody else will do it |
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Term
| Computer Based deindividualism |
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Definition
| when someone does something in the virtual word and everyone else jumps on that dudes butt. (if you were face to face, you'd be more civilized.) |
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Definition
demographics + shared circumstances = groups-specific needs.
(ex. walmart wanted to be in Amish Country so the put horse hauls in front.) |
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| groups of people throuhg marketing data |
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zipcodes / neighborhoods
Media Consumption
Online data mining / social media monitoring
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| when the news focuses on 1 event within something much longer |
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| unusual stories make it into the news b/c they reinforce what we value. |
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Definition
images that can be persuasive because they repersent a reality that we all can understand.
* recongnizable
*emotional
*slelective |
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| unlike words, pictures can't convey precise relationships between things. |
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| Images as documentary evidence of an event or phenomenon that's happened |
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| Balanced Budget, progress. |
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| a form of strategic ambiguity. use 1 language that avouds communication, purposefully vague |
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| use of emotional language, uses exaggeration to overstate an event |
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| a way of talking about a situation that strongly suggests a perspective |
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| using a particular person to embody the story or message you're trying to convey |
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| they use their own rights to why they have certain convictions |
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| promotes talking amonst people |
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| taking complex ideas and using language to conense those ideas into short snippets |
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Definition
trying to combine words and images to express what you're trying to say.
ex. John Kerry "repoting for duty" |
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