Exam 11: Database and Direct Response Marketing and Personal Selling

Data mining is:

Describe a frequency program.

The stimulus-response sales approach:

Sydney is getting ready to close her sales call.She is not sure the prospect is quite ready so she solicits feedback that provides information regarding the customer's reaction,without asking directly for the order.This is an example of which type of close?

With location-data tracking,the term "hashed" refers to the process of:

Mailing addresses of individuals in a database should be updated at least once every two years and more often if they are used for frequent contacts.

An effective database contains:

The most important part of the sales call,and the most difficult for most salespeople,is handling objections.

An important key to success in permission marketing programs is to make sure participants have actually agreed to participate and not been tricked into participating or signed up without their knowledge.

Identification codes allow a visitor to a website to register with the site through an ID name or number and a password.

The newest form of data analytics is location-data tracking,which is the process of:

Direct response marketing is selling products to customers without the use of other channel members.

The need-satisfaction sales approach:

Telemarketers,retail sales clerks,and new field salespeople often use the need-satisfaction approach during the initial sales presentation.

Kathy is getting ready to close her sales call.She is not sure the prospect is quite ready so she goes over the benefits of the product and how it meets the customer's needs prior to asking for the order.This is an example of which type of close?

The primary reason for building a database,coding the information,and mining the data is to use the output to:

Customers cite each of the following benefits to being a member of frequency or loyalty programs except:

In handling objections during the sales call,Jasmine (the salesperson)will let the customer talk about his or her fears or worries,then relate the experience of a similar customer and how the brand Jasmine is selling met those worries.Which method is being used?

Catalogs are an essential selling tool for many business-to-business marketing programs.

The data warehouse holds all customer data.