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Details

MA4412
Exam 3
17
Marketing
Undergraduate 4
11/18/2009

Additional Marketing Flashcards

 


 

Cards

Term

Networking

 

Step 1

 

Definition
Identify the centers of influence in an achievement-oriented environment. determine which ones might be good candidates for a networking relationship.
Term
Mod 5 Headline 1
Definition
bullets
Term
Mod 5 Headline 2
Definition
bullets
Term
Networking
Step 1
Definition
Term

Networking

Step 2

Definition
Seek out an opportunity to engage them in a casual conversation. Introduce yourself.
Term

Networking

Step 3

Definition
Ask questions to get them talking about themselves and their business.
Term

Networking

Step 4

Definition
Ask "How do you know if someone you're talking to is a good prospect for you?"
Term

Networking 

 

Step 5

Definition
Ask for their business card.
Term

Networking 

 

Step 6

Definition
Checkout that person and their business. Confirm to yourself that you want a strategic alliance and partnership.
Term

Networking

 

Step 7

Definition
Next time you see them, greet them by name.
Term

Networking

 

Step 8

Definition
Find a legitimate reason to communicate with them, with information they need or to refer them to someone they're looking for.
Term

Networking

 

Step 9

 

Definition
Send them a qualified referral without expecting anything in return.
Term

Networking 

 

Step 10

Definition
Organize a swap shop of professional people in related but non-competing business.
Term

Networking

 

Step 11

Definition
Develop your own personalized 12-second benefit statement:
Term
Benefit Statement
Definition
Term
Networking
Definition

Step 1. Identify the Centers of Influence in an achievement-oriented environment. Determine which ones might be good candidates for a networking relationship.

 

Step 2. Seek out an opportunity to engage them in a casual conversation. Introduce yourself.

 

Step 3. Ask questions to get them talking about thmselves and their business.

 

Step 4. Ask "How do you know if someone you're talking to is a good prospect for you?"

 

Step 5. Ask for their business card.

 

Step 6. Check out that person and their business. Confirm to yourself that you want a strategic alliance and partnership.

 

Step 7. Next time you see them, greet them  by name.

 

Step 8. Find a legitimate reason to communicate with them, with information they need or to refer them to someone they're looking for.

 

Step 9. Send them a qualified referral without expecting anything in return.

 

Step 10. Organize a swap shop of professional people in related but non-competing businesses.

 

Step 11. Develop your own personalized 12-second benefit statement.

 

Benefit Statement:

Term

10 Steps of the Sales Presentation

 

 

Definition

Step 1. Ask close-ended questions to get facts and information.

 

Step 2. Then ask an open-ended question to get a sense of the prospect's feelings about what they're doing now.

 

Step 3. Ask close-ended questions to identify all the features and benefits they like most about what they're doing now.

 

Step 4: Uncover an unmet need or dissatisfaction with what they're doing now.

 

Step 5. Get the prospect to spell out the specific negative consequences of the unmet need or dissatisfaction.

 

Step 6. Use a turn-defying regulator to decline to speak yourself and to encourage the prospect to continue talking about the consequences of the unmet need or dissatisfaction.

 

Step 7. Paraphrase what the prospect 

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