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Marketing and Sales
Marketing
- What four utilities should marketing provide?
Place, time, possession and form
- What is marketing?
- Tell us about a marketing plan that you have developed and the result
of implementing that plan.
- What is a marketing plan?
- What should a marketing plan address?
- In which situations would you use an "intensive growth"
strategy?
- What is an "integrative growth strategy"?
- When is a "diversification growth strategy" appropriate?
- What is a market niche?
- Which environmental variables impact a marketing plan?
- What are demographics?
- Which marketing research tools and techniques have you used?
- Tell us about a marketing questionnaire that you have developed.
What did you learn from the questionnaire?
- Tell us about your experience with focus
groups.
Sales
- What steps do you take to overcome a prospect's sales resistance?
- What techniques do you use to handle objections?
- What techniques do you use to handle procrastination?
- Tell us about your closing technique.
- What are some of the ways you create a sense of urgency to close the
sale?
- How do you handle a customer with buyer's remorse?
- Tell me about the most difficult sale you have made. What did
you learn from it?
- Tell me about the largest sale that you have lost.
- Tell me about your experience in selling to government agencies.
Sales Management
(4)
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