V52.yuan jiao.revised top 10 questions for chapter 19

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V52.yuan jiao.revised top 10 questions for chapter 19

  1. 1. Top 10: Answers to the learning questions for<br />By: Yuan Jiao<br />September 03,2010<br />Chapter 19: Managing Personal Communications<br />
  2. 2. <ul><li> is the use of consumer-direct(CD) channels to reach and deliver goods and services to customers without using marketing middlemen.</li></ul>Interactive marketing<br />Direct marketing<br />Both of above<br />None of above<br />Top Question No.1<br />
  3. 3. Direct marketing is the use of consumer-direct(CD) channels to reach and deliver goods and services to customers without using marketing middlemen.<br />Concept 1<br />
  4. 4. is the use of consumer-direct(CD) channels to reach and deliver goods and services to customers without using marketing middlemen.<br />Interactive marketing<br />Direct marketing<br />Both of above<br />None of above<br />Top answer No.1<br />
  5. 5. <ul><li> is a way of advertising in which advertisers mail printed ads, letters or other solicitations to large groups of consumers.</li></ul>Direct mail<br />Catalog marketing<br />Telephone marketing<br />None of above<br />Top Question No.2<br />
  6. 6. Direct mail is a way of advertising in which advertisers mail printed ads, letters or other solicitations to large groups of consumers.<br />Concept 2<br />
  7. 7. <ul><li> is a way of advertising in which advertisers mail printed ads, letters or other solicitations to large groups of consumers.</li></ul>Direct mail<br />Catalog marketing<br />Telephone marketing<br />None of above<br />Top answer No.2<br />
  8. 8. <ul><li> is the catalog solution designed exclusively to offer your company maximum sales, profit and success.</li></ul>Direct mail<br />Catalog marketing<br />Telephone marketing<br />None of above<br />Top Question No.3<br />
  9. 9. Catalog marketing is the catalog solution designed exclusively to offer your company maximum sales, profit and success.<br />Concept 3<br />
  10. 10. <ul><li> is the catalog solution designed exclusively to offer your company maximum sales, profit and success..</li></ul>Direct mail<br />Catalog marketing<br />Telephone marketing<br />None of above<br />Top answer No.3<br />
  11. 11. <ul><li> is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call.</li></ul>Direct mail<br />Catalog marketing<br />Telephone marketing<br />None of above<br />Top Question No.4<br />
  12. 12. Telephone marketing is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call.<br />Concept 4<br />
  13. 13. <ul><li> is a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call.</li></ul>Direct mail<br />Catalog marketing<br />Telephone marketing<br />None of above<br />Top answer No.4<br />
  14. 14. <ul><li> allows customers to participate in a Brand's process to build its image in a certain market or target group's minds.</li></ul>Interactive marketing<br />Direct marketing<br />Both of above<br />None of above<br />Top Question No.5<br />
  15. 15. Interactive marketing allows customers to participate in a Brand's process to build its image in a certain market or target group's minds.<br />Concept 5<br />
  16. 16. Top answer No.5<br /><ul><li> allows customers to participate in a Brand's process to build its image in a certain market or target group's minds.</li></ul>Interactive marketing<br />Direct marketing<br />Both of above<br />None of above<br />
  17. 17. <ul><li>Important guideline for productive e-mail:</li></ul>Give the customer a reason to respond<br />Personalize the content of your e-mail<br />Offer something the customer can’t get via direct mail<br />Make it easy for customers to “unsubscribe”<br />All of above<br />None of above<br />Top Question No.6<br />
  18. 18. Important guideline for productive e-mail:<br /><ul><li>Give the customer a reason to respond
  19. 19. Personalize the content of your e-mail
  20. 20. Offer something the customer can’t get via direct mail
  21. 21. Make it easy for customers to “unsubscribe”</li></ul>Concept 6<br />
  22. 22. Top answer No.6<br /><ul><li>Important guideline for productive e-mail:</li></ul>Give the customer a reason to respond<br />Personalize the content of your e-mail<br />Offer something the customer can’t get via direct mail<br />Make it easy for customers to “unsubscribe”<br />All of above<br />None of above<br />
  23. 23. <ul><li>Two notable forms of word-of-mouth marketing are ,which seeks to get people talking about brand by ensuring that a product or service or how it is marketed is out of the ordinary, and</li></ul> ,which encourages people to exchange information related one way or another to a product or service online.<br />Viral marketing, buzz marketing<br />Buzz marketing, viral marketing<br />Online communities, telemarketing<br />Telemarketing, online communities<br />Top Question No.7<br />
  24. 24. <ul><li>Two notable forms of word-of-mouth marketing are buzz marketing, which seeks to get people talking about brand by ensuring that a product or service or how it is marketed is out of the ordinary, and viral marketing, which encourages people to exchange information related one way or another to a product or service online.</li></ul>Concept 7<br />
  25. 25. Top answer No.7<br /><ul><li>Two notable forms of word-of-mouth marketing are ,which seeks to get people talking about brand by ensuring that a product or service or how it is marketed is out of the ordinary, and</li></ul> ,which encourages people to exchange information related one way or another to a product or service online.<br />Viral marketing, buzz marketing<br />Buzz marketing, viral marketing<br />Online communities, telemarketing<br />Telemarketing, online communities<br />
  26. 26. <ul><li>A is a limited area on the web managed and paid for by an external advertiser/company.</li></ul>Microsite<br />Websites<br />Search ads<br />display ads<br />Interstitials<br />Internet-specific ads and videos<br />Top Question No.8<br />
  27. 27. A microsite is a limited area on the web managed and paid for by an external advertiser/company.<br />Concept 8<br />
  28. 28. Top answer No.8<br /><ul><li>A is a limited area on the web managed and paid for by an external advertiser/company.</li></ul>Microsite<br />Websites<br />Search ads<br />display ads<br />Interstitials<br />Internet-specific ads and videos<br />
  29. 29. <ul><li>Which step involved in managing the sales force:</li></ul>Recruiting and selecting sales representatives<br />Training the representatives in sales techniques and in the company’s product, policies, and customer-satisfaction orientation<br />Supervising the sales force and helping reps to use their time efficiently<br />Motivating the sales force and balancing <br />Evaluating individual and group sales performance<br />All of above<br />None of above<br />Top Question No.9<br />
  30. 30. Steps involved in managing the sales force:<br /><ul><li>Recruiting and selecting sales representatives
  31. 31. Training the representatives in sales techniques and in the company’s product, policies, and customer-satisfaction orientation
  32. 32. Supervising the sales force and helping reps to use their time efficiently
  33. 33. Motivating the sales force and balancing
  34. 34. Evaluating individual and group sales performance</li></ul>Concept 9<br />
  35. 35. Top answer No.9<br /><ul><li>Which step involved in managing the sales force:</li></ul>Recruiting and selecting sales representatives<br />Training the representatives in sales techniques and in the company’s product, policies, and customer-satisfaction orientation<br />Supervising the sales force and helping reps to use their time efficiently<br />Motivating the sales force and balancing <br />Evaluating individual and group sales performance<br />All of above<br />None of above<br />
  36. 36. <ul><li>Effective salespeople are trained in the methods of analysis customer management, as well as the art of sales stances, but most trainers agree that selling is a six-step process: 、 、 、 ,closing, and follow-up and maintenance.</li></ul>Prospecting and qualifying customers, pre-approach, presentation and demonstration, overcoming objectives<br />Pre-approach, Prospecting and qualifying customers, presentation and demonstration, overcoming objectives<br />presentation and demonstration, Prospecting and qualifying customers, pre-approach, overcoming objectives<br />Overcoming objectives,prospecting and qualifying customers, pre-approach, presentation and demonstration<br />Top Question No.10<br />
  37. 37. Effective salespeople are trained in the methods of analysis customer management, as well as the art of sales stances, but most trainers agree that selling is a six-step processes: Prospecting and qualifying customers, pre-approach, presentation and demonstration, overcoming objectives, closing, and follow-up and maintenance.<br />Concept 10<br />
  38. 38. Top answer No.10<br /><ul><li>Effective salespeople are trained in the methods of analysis customer management, as well as the art of sales stances, but most trainers agree that selling is a six-step process: 、 、 、 ,closing, and follow-up and maintenance.</li></ul>Prospecting and qualifying customers, pre-approach, presentation and demonstration, overcoming objectives<br />Pre-approach, Prospecting and qualifying customers, presentation and demonstration, overcoming objectives<br />presentation and demonstration, Prospecting and qualifying customers, pre-approach, overcoming objectives<br />Overcoming objectives,prospecting and qualifying customers, pre-approach, presentation and demonstration<br />

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