The marketing concept is oriented toward pleasing customers (be those customers organizations or consumers) by offering value. Specifically, the marketing concept involves the following: Focusing on the needs and wants of the customers so the organization can distinguish its product(s) from competitors’ offerings.

Which presentation format is most consistent with the marketing concept and relationship building?

A: The need-satisfaction presentation format is most consistent with the marketing concept because it emphasizes problem solving. A statement describing what is to be achieved and where and how the selling effort of salespeople is to be deployed.

What is the basic concept of marketing?

The Marketing Concept is preoccupied with the idea of satisfying the needs of the customer by means of the product as a solution to the customer’s problem (needs). The Marketing Concept represents the major change in today’s company orientation that provides the foundation to achieve competitive advantage.

Which two of the following are key ingredients for adaptive selling to be successful?

Sales research and practice show that knowledge of the customer and sales situation are key ingredients for adaptive selling.

What are the typical first and last steps in the personal selling process?

The personal selling process is a seven step approach: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up.

Which of the following is the best example of suggestive selling?

Examples of suggestive selling include extended warranties offered by sellers of household appliances or electronics. The upsold items are usually of lesser value than the main purchase, but are intended to increase customer retention.

What are the two types of order takers?

2 Types of Salespersons: Order Takers and Order Creators

  • Inside order takers:
  • Delivery salespeople:
  • Outside order takers:
  • Missionary salespeople:
  • Order getters:

    What are the six stages of the personal selling process?

    The personal selling process consists of six stages: (1) prospecting, (2) preapproach, (3) approach, (4) presentation, (5) close, and (6) follow-up (Table 2).