Pre- planning is an essential step in making a sales presentation. Assume you are working for Apple (or any other marketer of desktop and laptop computers) and plan to make a sales presentation to your school. The school is going to purchase or lease desktop computers for a new 50- station lab and is in the process of securing information from various computer suppliers. What questions would you ask to deter-mine your prospect’s specific needs? What benefits would you stress when planning the sales presentation and why? What objections do you foresee being raised by the buyer? You may wish to discuss this question with the individual responsible for information technology at your school.
Answer to relevant QuestionsAccording to the self- concept theory, the self has four components. Identify and briefly describe each component. From the following list of goods and services, identify what you think is the most important marketing communications tool for building and sustaining the brand. Provide some justification for your choices. a) Coors Light b) ...In the context of marketing research, what is the relationship between each of the following sets of terms? a) Research objectives and hypotheses b) Observation and experimental research c) Population and sampling frame ...Under what circumstances would you use the telephone for collecting survey data? When would you use the personal interview? Companies are now using online surveys to learn more about their customers and how they feel about the company’s products. What are the benefits and drawbacks of using online research? Is it as useful and effective as ...
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