Personal Selling
A customer centric activity All about Relationships Connecting with the right target market Management of territory & customer First hand account of the customer
Personal Selling
7 Step Selling Process
Prospecting and Qualifying: Ah, I think he needs my product Pre-approach: “Know thy customer” Approach: The start of a beautiful relationship Presentation: Story on ‘why…
Relationship Marketing
The process of creating, maintaining and enhancing strong, value-laden relationships with customers and other stakeholders. Important accounts needs focused and on going attention
Selling Process: A Few Quotes
The one essential, driving aim of the agency’s campaign is not to please and sell you, the public, but to sell the advertiser and get…
Survey research
Survey research is the approach best suited for gathering descriptive information. surveys are suited for descriptive research. A company that wants to know about people’s…
Observational research
Observational research is the gathering of primary data by observing relevant people, actions, and situations. Observation is best suited for exploratory research. For example, a…
Experimental research
Experimental research is best suited for gathering causal information. Experiments involve selecting matched groups of subjects, giving them different treatments, controlling unrelated factors, and checking…
Contact Methods
Information can be collected by mail, telephone, personal interview, or online. Mail questionnaires can be used to collect large amounts of information at a low…
Sampling Plan
Marketing researchers usually draw conclusions about large groups of consumers by studying a small sample of the total consumer population. A sample is a segment…
Presenting the Research Plan
At this stage, the marketing researcher should summarize the plan in a written proposal. A written proposal is especially important when the research project is…