Showing Enthusiasm for the Product 1Love what you ’re doing when you ’re selling a product. The popular image of a salesperson as someone willing to "sell at all costs" is not the reality across the board in sales. A good salesperson loves sales‚ is motivated by what they ’re selling‚ and transfers this enthusiasm and belief to the customer. Indeed‚ the customer is given options‚ including the one to walk away‚ in order to avoid such undue pressure. Learn how to listen to customers and to
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Study Questions for cases Verklar Case 1) Why is Verklar’s market share dropping in the Austrian market in the early 1980s? 2) How would the quota system change the way channel flows are performed in Verklar Austria’s channel? 3) Comment on the efficiency (i.e.‚ cost) and effectiveness (i.e.‚ satisfaction) implications of implementing the quota system. 4) Based on your previous answer; is the quota system a good solution to Verklar Austria’s problem? 5) What potential pitfalls should be
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Teaching Notes FRESHDIRECT‚ AS OF OCTOBER‚ 2004 Case Uses & Objectives The FreshDirect case presents a strategy analysis and formulation problem in an entrepreneurial e-business environment. It provides students with a case that contains all the elements necessary to lead them through a course overview in a practical real-world setting. This case can be used to augment discussions of strategic analysis‚ specifically both internal and external environmental analysis (Chapters 2 & 3 in Dess‚ Lumpkin
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Dana Wheeler‚ senior vice president of marketing for The Fashion Channel (TFC) must create a strategy which would help deal with the current marketing challenge. Wheeler’s major challenge is to choose an explicit target market in which her team can market towards in order to increase revenues for The Fashion Channel. The key Point’s of The Fashion Channel case include: 1. Build strong Target Market - In order for TFC to maintain and increase their advertising revenue model they must build
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A) Describe AIDAS theory of selling. B) Explain the steps involved in prospecting. Answer 1.A) AIDAS theory the initials of five words used to express it (attention‚ interest‚ desire‚ action‚ & satisfaction) is basis for many sales & advertising texts & is the skeleton around which many sales training programs are organized. During the successful selling interview‚ according to this theory
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Case 9‚ Defender Direct‚ Inc.: A Business of Growing Leaders Company Name: Defender Direct‚ Inc. Topic of the Week: Leadership‚ Policy‚ and Culture Synopsis of the Situation Dave Lindsey the founder and CEO of Defender Direct started the business from the ground up and used proven concepts as well as his own leadership to develop a successful security alarm company. It all began when Mr. Lindsey was passed over for a promotion and decided enough is enough and started the business out of his home
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Is there any difference between channel conflict and channel competition? The main difference between these two terms is the consequences of the new competition. What I understand from the texts is that the channel conflict is derivated from the channel competition but this last not necessarily has to end in a conflict. So‚ the channel competition is when one channel serves customers that are already served by other channel but in different situations and offering different value proposition;
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Introduction. The core of this presentation is to discuss the theory of distribution strategy with the underlying real life examples of McDonald ’s fast-food restaurants. The aim is to discuss McDonald ’s distribution channel and the way in which this fast-food restaurant chain gets its products to the market. In the theory of the Marketing Mix‚ place (distribution) determines where the product will be sold and how it will get there. In fact‚ as noted on www.mcdonalds.com‚ McDonald ’s is the leading
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centre * Industry life-cycle The online shopping is at the maturity to shake out of its life cycle Whether the consumer are online‚ bricks-and-mortar or a combination of both‚ Australia shopping centers in 2010 suffered through one of the most difficult years in memory It’s expected that it will account for 4 per cent of retailing within 5 years and a few years it’s expected that about 12 per cents of all US retailing will be done either online or via mobile device Impact high growth
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Most people across the globe are familiar with the savory‚ and occasionally bitter‚ treat that has made its way into households’ pantries over the ages. Kay Frydenborg recognizes that most people take for granted the items that they consume and utilize on a day to day basis‚ and the majority also do not understand the journey these goods take to make it into stores. She presses for her audience to take an interest in the goods they consume and use to avoid taking these privileges for granted. Frydenborg
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