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MKTG 425 DeVry Entire Course Latest

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MKTG 425 DeVry Entire Course Latest

MKTG 425 DeVry Entire Course Latest

MKTG425

 

MKTG 425 DeVry Week 1 Discussion 1 Latest

The Evolution of Professional Selling (graded)

What is meant by the term marketing concept? How has this concept been extended into the professional selling models discussed this week?

MKTG 425 DeVry Week 1 Discussion 2 Latest

The Importance of Professional Salespeople (graded)

Everyone is a salesperson. Do you agree or disagree with this statement? Explain your answer briefly.

MKTG 425 DeVry Week 2 Discussion 1 Latest

Communicating and Adapting (graded)

Take the Communication Style Assessment located in the Doc Sharing tab above. What did this assessment classify your communication style as? Which area(s) do you agree with and which do you feel the assessment was incorrect about? Did anything in particular stand out to you from the assessment?

MKTG 425 DeVry Week 2 Discussion 2 Latest

Building Value Through Expertise (graded)

In what areas does a professional sales person need to create expertise? How do each of these areas relate to building trust and relationships?

MKTG 425 DeVry Week 3 Discussion 1 Latest

Ethics in Professional Selling and Marketing (graded)

Figure 3.5 in your textbook contains the code of ethics for members of the American Marketing Association. Is this code adequate to cover professional sales people as well or should sales professionals have their own governing code of ethics? Explain your answer.

MKTG 425 DeVry Week 3 Discussion 2 Latest

Value of Partnerships (graded)

Why is partnering described in our textbook as the highest-quality selling relationship? What aspects of today’s information economy have influenced the importance of building partnerships?

MKTG 425 DeVry Week 4 Discussion 1 Latest

The Buying Process (graded)

Think of a large or significant purchase you made recently. Was it a personal or business purchase? Describe the process and/or steps you went through using the typical buying process model in Figure 8.3.

MKTG 425 DeVry Week 4 Discussion 2 Latest

Identifying Potential Customers (graded)

What is the difference between a suspect, a prospect, and a customer?

MKTG 425 DeVry Week 5 Discussion 1 Latest

Presentations That Add Value (graded)

Describe the Six-Step Presentation Plan. Which step do you think is the most important and why?

MKTG 425 DeVry Week 5 Discussion 2 Latest

Needs Discovery Questions (graded)

Chapter 11’s Selling In Action presents a number of techniques for uncovering customers’ needs. Which one do you consider the most effective? Explain your answer briefly.

MKTG 425 DeVry Week 6 Discussion 1 Latest

Negotiating Through Concerns (graded)

In Chapter 13’s Selling In Action, Chester Karass is quoted as saying “In business, you don’t get what you deserve, you get what you negotiate.” Do you agree with this statement? Why or why not?

MKTG 425 DeVry Week 6 Discussion 2 Latest

Closing the Sale (graded)

Which steps of the Six-Step Presentation Plan do you think make closing the sale easier if done well? Which stages make closing unlikely if not done well?

MKTG 425 DeVry Week 7 Discussion 1 Latest

Continual Growth Opportunities (graded)

Review each of the four dimension of opportunity management discussed in Chapter 16. Which of these dimensions do you feel you need to work on first? If you improved in the dimension(s) selected, what would the affect be?

MKTG 425 DeVry Week 7 Discussion 2 Latest

Maintaining the Partnership (graded)

Are customer complaints something a sales person should fear or is there something to be gained from embracing the complaints?

MKTG 425 DeVry Week 1 Case Study Latest

Reality Selling-Marcus Smith/Liberty Mutual Case Study

Read the Reality Selling Case Study details in Chapter 2 in the text (beginning of the chapter and end of the chapter after the questions) and the Reality Selling Today Role Play 2, Liberty Mutual details in Appendix 1. Prepare a case study analysis using the Case Study Guidelines in Doc Sharing to address how you can reach the call objectives noted at the end of the Role Play 2 details in Appendix 1. In your analysis, you should also address question 2-16 (end of Chapter 2 after the case details) within the analysis portion of the format.

Objectives

Formatting for the case study assignment will follow the case study guidelines, which you can download from Doc Sharing. Please be sure that your submitted answer has a statement of the problem, summary of the facts, analysis, recommendation, and conclusion clearly identified. The way to do that is to include subheadings. If your answer is not prepared according to the case study guidelines, I will return it to you for editing and resubmission.

Guidelines

Your first case analysis is due this week and is a role play-based case study. You will complete an analysis of the Liberty Mutual (Reality Selling Today Role-Play 2), which is located in Appendix 1 of your textbook. In this scenario, you work for Liberty Mutual and you are working on a meeting with Pat Stanley, the import director for Farris Footwear, Inc. In order to analyze the case, please follow the Case Study Guidelines from Doc Sharing when completing the assignment. Additional details about Liberty Mutual are available at the opening and closing of Chapter 2.

In your write-up, you are to address the call objectives noted at the end of the Role-Play Case Study in the Appendix. For this first case, you will be planning how you can meet your call objectives. To do this, consider all the information you already have, consider needs that many firm’s like Farris Footwear have, and consider the questions you will ask. How will you build rapport and establish trust or value? The thought process is endless, but focus on what will help you to reach your goals and objectives on this sales call.

The final paper will be three- to five-pages in length, double-spaced, APA formatted, with a cover sheet and references page. The reference and cover sheet do not count toward the page length. The paper must contain at least one citation from the textbook and one from an additional source (journal, newspaper, etc.).

Prepare your paper with the following sections.

  1. Statement of the Problem
  2. Summary of the Facts
  3. Analysis
  4. Recommendations and Conclusion
  5. References/Bibliography

Grading Rubrics

Category Points % Description
Documentation, Formatting, and Editing 36 40 Quality work will include proper inline citations and a bibliography reflecting APA style. Quality work will be free of any spelling, punctuation, or grammatical errors. Sentences and paragraphs will be clear, concise, and factually correct.
Statement of the Problem 13 14.5 Clearly states the problem(s) in the case or provides decision for the future of the firm.

Apparent audience of problem section is clear and appropriate for the exercise.

Summary of the Facts 13 14.5 Provides a summary of the facts in the case that are relevant to the stated issue(s)/problem(s).

Includes pertinent history or background information, industry trends, or other relevant data.

Analysis 14 15.5 Clearly addresses and responds the assigned case questions.

Uses tools associated with analysis are comparison, contrast, and synthesis.

Other tools used (must be appropriate) such as environmental scan, SWOT, pros and cons, etc.

Recommendations and Conclusions 14 15.5 Provides clear direction relevant to the problem(s)/issue(s) identified.

Recommendations are based on the information and analysis completed.

Provides clear and specific reasons for the recommendations (speaks like a consultant).

Clearly tells the audience how to fix the problem(s) identified.

Defends why recommendations will work.

Provides a conclusion or concluding remarks that may be necessary.

Total 90 100 A quality paper will meet or exceed all of the above requirements.

Best Practices

The following are the best practices for preparing this paper.

  • Cover Page: Include course name and number, instructor name, your name, title of assignment, and date.
  • Body of Your Write-up: Use a header titled with the name of your project. Example: “MKTG425 Week 1 Case Study Analysis – Role Play Liberty Mutual”. Show division with headers as stated above (Statement of the Problem, Summary of the Facts, Analysis, and Recommendations). You would include the information you found during your research, investigation, and analysis.
  • Conclusion: An effective summary identifies the main ideas and major support points from the body of your report. Minor details should be left out. Summarize the benefits of the ideas and how each affect the case outcome of objectives, your objectives.
  • Work Cited: Use the citation format as specified in the Syllabus (APA format).

Additional hints on preparing the best possible project.

  1. Apply a three-step process of writing… Plan, Write, and Complete.
  2. Prepare an outline of your case analysis before you go forward.
  3. Complete a first draft and then go back to edit, evaluate, and make any changes required.
  4. Use visual communication to further clarify and support the written part of your report. Example are graphs, diagrams, photographs, flowcharts, maps, drawings, animation, video clips, pictograms, and tables..
  5. Demonstrate effective written communication that is free from errors in punctuation, syntax, spelling, and grammar.

Case Study Guidelines

Case studies are interdisciplinary in scope; they cross many disciplines within organizations and expose the manager to many varied situations of day-to-day activities. Case studies are a picture-in-time, much like an accounting profit and loss report for a past business quarter. They are, after all, real life situations.

Cases develop a manager’s analytical skills, because the results are quantitative and qualitative in nature and support their recommendations and decisions. They are also beneficial in helping the learning process of asking the right question(s).

Case studies place you (the student) in hypothetical consultant position, requiring you to weigh the facts and options to recommend those critical decisions. As the consultant, you are to remain objective and refrain from making subjective claims. Opinions should be supported using concepts and terms from your text. If you use outside research, be sure to cite your sources in the body of the paper, as well as listing the source as a reference at the end of the paper.

A case study will have three common traits. They deal with real companies and situations, seldom have a solution, and contain loads of data. Your task as a consultant will be to review the respective data, locate the relevant information, arrange it in a practical and sequential order, and arrive at a solution or recommendation. You must remain objective throughout this process.

Since this is a formal analysis, you are to write in a style that reflects formal, collegiate level work. This will include an objective perspective, third person voice, and lack of contractions, slang, and expressions. Any references should contain appropriate citing. Failure to do so will affect your grade.

There are many ways to look at a single case study. First, look for questions that need to be answered. Look for issues, constraints, potential problems, and what needs to be changed that would perhaps strengthen the company, create growth, or increase profits.

There are numerous ways to organize and write a case study. For this course, a case study analysis should include a Statement of the problem, a Summary of the Facts, Analysis, and Recommendation(s).

Statement of the Problem(s)

State in a few sentences the problem (or you may want to think about issues if the word problem causes you confusion) that exists within the case study. There may be multiple problems. Always keep your audience (a Board of Directors who may have hired you) in mind while formulating the problem statement; they may have opposing views on the situation.

Note that some cases do not have a recognizable problem. In these cases, you may be asked to state what decisions you would make for the future of the company.

Summary of the Facts

Briefly, sum up the facts in the case that are relevant to the stated issue(s)/problem(s). It may include pertinent history or background information, industry trends, or other relevant data.

Analysis

Analysis is often the most difficult portion of the case to write and should be completed before any attempt to develop physically the writing of the case. This is the area where assigned case questions can be addressed and responded to.

The tools associated with analysis are comparison, contrast, and synthesis. Comparison is looking for and then finding similarities among other elements being analyzed. Contrast is looking for and finding differences between elements. Synthesis is integrating the information and formulating a consistent interpretation of the case.

Other tools include performing an environmental scan, a SWOT analysis, or simply listing pros and cons to several key alternatives. Not all of these tools are relevant and selection is on an as-needed basis.

Recommendations

This section provides direction. Based on the information and analysis, state your recommendations. This is your argument. Using the information of the case and the analysis, you argue that certain steps should or should not be taken. Your audience must be able to understand the reasons for your recommendations. These recommendations should not be summative in nature, but specific. It is not appropriate from a consultant position to simply suggest more research unless you define who, what, where, how, and why. Nor should you recommend hiring a consultant. Essentially, you ARE the hired consultant. Tell the audience how to fix the problem(s) and why your solution will work.

Conclusion

This section is for any concluding remarks that may be necessary. Not all case studies need this section because concluding remarks may have been made in the recommendation section.

Reference Page

At the conclusion of the Case Study, a reference page in APA format is required. Place any sources you used in your assignment and ensure each has been cited within the write-up where appropriate. Review the resources within the Student Hub for APA formatting guidelines.

MKTG 425 DeVry Week 3 Case Study Latest

Reality in Selling Case Study: Selling New Products at Steelcase

Read the Reality Selling Case Study details at the end of Chapter 7 in the text and the Selling In Action (Effective Sales Letter Writing is a must) details in Chapter 6. Prepare a sales letter to your buyer at DeVry University that meets the criteria noted in the Selling In Action. In your sales letter, you should address the features, advantages, and benefits of the Personal Harbor Workspaces and Think Chairs created by Steelcase. Be mindful of your objective for the sales letter, which is to gain the buyer’s attention and gain the first meeting. For this assignment, you will not use the Case Study Guidelines in Doc Sharing. Your assignment will be in the form of an official sales letter. A sample format for a sales letter that uses letterhead is provided in your textbook Appendix 3, the Letter of Reference from The Principle Company.

Objectives

Formatting for the Case Study assignment will follow the Effective Sales Letter Writing details noted in Chapter 6. Your sales letter should contain the following, in order.

  • Letterhead or Sender’s Address
  • Date
  • Address of your Buyer
  • Salutation
  • Body of the Letter
  • Complimentary Close
  • Typed Name and Handwritten Signature of the Sender
  • Notation of Enclosures (if any)

For this assignment, typing your name and adding a typed written font similar to a signature is acceptable. Otherwise, you can digitally sign your letter or physically sign it and upload the scanned copy. A sample format for a sales letter that uses letterhead is provided in your textbook Appendix 3, the Letter of Reference from The Principle Company.

Guidelines

You are a sales representative for SteelCase. You are part of the advance sales team responsible for selling your firm’s line of the newest innovations, including the Think Chair and the Personal Harbor Workspace. Read the Reality Selling Case Study in Chapter 7 to gain some insights regarding your team and the products you represent. You and your team have already successfully secured a purchase from the local hospital. As a recent DeVry University graduate and Esteemed Alum, you feel that the Personal Harbor Workspace would be of value to the various DeVry Group campuses.

Your assignment is to write an effective sales letter to your instructor, who is the senior purchasing agent for DeVry Group. The goal of your letter is to get your instructor’s attention and create the desire to meet with you. The primary objective is to gain a face-to-face or phone meeting to begin building rapport and needs discovery. Assume that you have never visited one of the physical campuses yet; however, you understand how the academic environment is set up. You also know that the DeVry Group is very student-centric and focuses most of the resources to meet the needs of the students.

Review the Case Study details in Chapter 7 to gain details on the features of the Personal Harbor Workspace. You may need to do some additional pre-planning research on your prospective customer in order to determine what benefits the buyer may be looking for. In your sales letter, you should address the features, advantages, and benefits of the Personal Harbor Workspaces and Think Chairs created by Steelcase; however, these must be things that would be of interest or importance to the buyer. For example, if the chair comes in different colors, but you do not think the buyer would see a benefit in this, then you would not mention it in the letter.

You have a limit of one-page for this letter and you must complete your objective. This means you need to choose your words carefully; be clear, complete, and succinct. Remember, you are not selling the product at this time. You are simply introducing the idea and seeking an in-person or phone meeting. You must use one-inch margins, single-space, and proper spaces between elements of the letter. You will include any enclosures you wish as attachments to the letter. Enclosures do not count against your one-page limit for the letter. We will NOT have a work cited page for the letter as all content should be your own original work. Enclosures, if not original, should have correct APA citations included on them.

Grading Rubrics

Category Points % Description
Documentation and Formatting 18 20 Letter has the following content in order. Letterhead or Sender’s Address; Date of Letter; Name and Address of your Buyer; Salutation/Greeting; Body of the Letter; Complimentary Close; Typed Name and Handwritten/Digital/Typed Signature of the Sender; and Notation of Enclosures (if any).
Organization and Cohesiveness 18 20 Letter contains at least three well-prepared paragraphs. First paragraph indicates the objective of the letter; middle paragraphs provides a summary of the benefits (tied to an appropriate feature) proposed; and the last paragraph states what the next action steps are for the seller, buyer, or both.
Editing 9 10 Letter displays proper grammar, word use, syntax, sentence structure and paragraph structure. The letter meets the two page maximum limit. The us of “I”is minimized; a focus on the customer is evident with the use of “your” and “you”.
Content 45 50 Letter effectively gains the buyer’s attention by demonstrating potential benefits that are relevant to the buyer. Pre-planning on the part of the student is evident in the creative but realistic nature of the benefits noted in the letter. The letter is written in such a way that the reader is intrigued and sees potential value in a relationship. The letter contains a direct request to meet via phone or in-person, with appropriate next step details. There is a call to action based on adequate reason for a meeting.
Total 90 100 A quality paper will meet or exceed all of the above requirements.

Best Practices

  • See the details in the Selling In Action box of Chapter 6 for best practices in writing effective sales letters.
  • Use 10-point or 12-point font, Times New Roman or Arial.
  • You can create your own letterhead or just add the address. Your own address or a pseudo address is acceptable.
  • Your instructor is the buyer for this assignment; address your instructor as the Senior Purchasing Agent for DeVry Group.
  • Check for proper spelling, sentence structure, and grammar.
  • There is a one-page limit for the letter; added enclosures do not count. Enclosures, if applicable, must have sources in APA format located on the attachment (not in the letter).

Additional hints on preparing the best possible letter.

  1. Apply a three-step process of writing: Plan, Write, and Complete.
  2. Prepare an outline of your letter before you go forward.
  3. Complete a first draft and then go back to edit, evaluate, and make any changes required.
  4. Consider visual communication as sales tools to further clarify and support the written part of your letter and make elements tangible.
  5. Demonstrate effective written communication that is free from errors in punctuation, syntax, spelling, and grammar.

MKTG 425 DeVry Course Project Latest (Week 4, Week 7)

Objectives

The objective of this assignment is to simulate the important activities of managing the sales pipeline and effectively using CRM details to create value in the professional selling process. This project also integrates the Terminal Course Objectives for MKTG425, Personal Selling and Sales Management.

Guidelines and Questions for Part 1 Due Week 4

Professional account managers (a.k.a. professional sales representatives) are often given accounts that have been previously managed by others. This occurs for reasons such as a colleague leaving the firm, promotion to a management position, territory realignments, and even a miss-match of communication styles between the buyer and the original sales representative. The first part of our project involves territory realignment for New Net Systems, a Value-Added Reseller that provides B2B network products and services.

To begin, read the company details in Appendix 2 of your textbook. Following are the sections you should read carefully.

  • Introduction to Multiple Account Management Selling
  • Introduction to Your New Employer – NewNet Systems
  • Introduction to Your New Account Management Position
  • Introduction to Your NewNet Systems Account Reports (Contact Screenshots from the CRM Program)

After reviewing and understanding the scenario of your new position at NewNet Systems, go to Chapter 9 in your textbook. At the end of the chapter, you will find the details specific to this part of the Course Project. Read the Chapter 9 details, titled Developing and Qualifying the Account Database carefully.

Assignment Questions

1. Use the 20 new account CRM Contact Screenshots found in Appendix 2 to complete the metrics report (table) for your meeting with your manager Casey. The report should contain the following headings.

  • Anticipated Close Date
  • Account Name Contact Name
  • Communication Style
  • Stage of the Selling Process
  • Anticipated Dollar Amount
  • Likelihood to Close
  • Forecast Sales (Anticipated Dollar Amount X Likelihood to Close)

2. Using your metric report and the details in each case notes section, prepare a written report for Casey regarding your analysis of the accounts.

  • Which contact(s) do you think you should ignore for now? Justify this recommendation.
  • Select accounts that you feel you need to focus on immediately. Justify why you selected these accounts.
  • How many accounts do you have at each stage of the selling process? (i.e., how many at prospecting, rapport, needs discovery, presentation, closed, etc.) Based on the number of accounts in each stage, and the amount of time spent on each account, how would you assess the effectiveness and efficiency of the previous representative’s account flow management (a.k.a. pipeline management)?
  • Which account(s) appear to have some legal or ethical issues to consider further? Describe what these issues might be.
  • From an overall perspective, what was the previous sales representative’s primary sales approach? In what ways does the previous sales representative appear to have been very successful with the accounts? What ways do you think the previous sales representative could have improved upon the effectiveness or efficiency of her pipeline management?

Grading Rubric

Grading Rubric For Part 1 Due Week 4

Category Points % Description
Documentation and Formatting 15 20% The assignment should include a title page, table of contents, and meet APA formatting (i.e., double spaced, one-inch margins).
Organization and Cohesiveness 15 20% The metric report is organized and readable. The format chosen for answering the questions appears logical and is easy for the reader to follow. The sections flow logically from one topic or question to another. Overall, the created report appears professional and aesthetically pleasing, with limited clutter or disconnected content.
Editing 15 20% The details in the metric chart are correct. Correct grammar, spelling, and punctuation are important.
Content 30 40% The answers to questions provide accurate analysis of the accounts based on the details in the Contact Screen Shots and the created metric report. All parts of each question are answered thoroughly and justified.
Total 75 100% A quality paper will meet or exceed all of the above requirements.

Guidelines and Questions for Part 2 Due Week 7

After you have finished assessing the details in your newly obtained client list, also called your book of business, you met with your manager, Casey. In your meeting, you discussed your report, which was Part 1 of the project (turned in during Week 4). Casey provided you with some feedback and has now asked you to take the steps in the planning process to work with these clients to meet an established quota.

Casey notified all of the accounts by e-mail that you will be contacting them soon. She wants to meet with you at the end of the week to discuss the pre-approach to your new contacts and discuss your strategies for moving them through the pipeline. Using the metric report you created in Part 1, and Chapters 10 through 15, answer each of the following questions in a report form for your meeting with Casey. For questions where you need to justify your answer, Casey has asked you to use sources to support your reasoning. These sources are to be cited in APA format.

Assignment Questions

  1. Reflect back to the communication style assessment you completed at the beginning of the course. Each of the four styles is represented within the 20 accounts you are expected to contact and maintain. Using the details in Chapter 5 regarding adapting and flexing your style, consider how you will need to adjust your approach and communication style/delivery. Select one contact from each of the four styles and discuss how you will need to flex and adapt your approach to match that of the client.
  2. From the potential sales total and closing likelihood, what is a fair sales quota to be set for the coming quarter? Justify your answer.
  3. Which accounts have completed the needs analysis and discovery stage? Which accounts have high potential for closing but have not had the needs analysis completed yet?
  4. Which account(s) seem ready to buy, even without a comprehensive needs analysis or product presentation? What concerns or threats exist from the eagerness of these accounts?
  5. Which account is in need of a presentation and has a number of locations? How will your approach and process differ for this firm versus that of other firms? Explain your answer.
  6. How might the closing date, likelihood of closing and forecast sales affect your plans to negotiate customer pushback (concerns and objections)?
  7. Some of your customers do not appear knowledgeable about networks. How does this affect the approach to the close? What closing techniques are best to consider when customers do not fully understand the solutions they are buying?
  8. Finally, you need to complete a pre-planning process for one of the 18 prospects you will be contacting. You cannot use the two accounts that have already purchased. You are to select one of the prospects to use for this part of your report.
    1. Why did you choose this particular contact?
    2. What are your call objectives for this contact?
    3. How will you flex your communication style for this contact?
    4. Will you be meeting with the contact via phone, Skype, or in-person? Explain your answer.
    5. What approach or opening is most appropriate to build rapport with this contact?
    6. What stage of the selling cycle is this contact in; what do you need to do to move the contact to the next stage?
    7. What important details do you need that are missing from the notes or contact file?
    8. What visual aids will be most appropriate and effective with this contact in the presentation stage? Even if the presentation stage has already occurred, discuss which visual aids are most effective. Justify your answer.
    9. From the available details, what benefits is this contact looking for?
    10. What buyer concerns, or push-back, is this contact most likely to present to you when you meet? How might you overcome the concern?
    11. What motivation does this contact have to buy from you?
    12. What type of close is most appropriate and effective for this contact? Explain your answer.
    13. From your pre-planning process report, what do you need from your manager to help you get the account through the sales cycle and secure a long-term relationship?

Grading Rubric

Grading Rubric for Part 2 Due Week 7

Category Points % Description
Documentation and Formatting 25 20% The assignment should include a title page, table of contents, and meet APA formatting (i.e., double spaced, one-inch margins). References are in alphabetical order and in proper APA format (including inline cites).
Organization and Cohesiveness 25 20% The format chosen for answering the questions appears logical and is easy for the reader to follow. The sections flow logically from one topic or question to another. Overall, the created report appears professional and aesthetically pleasing, with limited clutter or disconnected content. References used to support justification and reasoning are appropriate.
Editing 25 20% Correct grammar, spelling, and punctuation are present.
Content 50 40% The answers to questions provide accurate analysis of the accounts based on the details in the Contact Screen Shot. All parts of each question are answered thoroughly and effectively justified.
Total 125 100% A quality paper will meet or exceed all of the above requirements.

Best Practices

  • Your completed assignment will be a formal sales report that will be written up in a paper of approximately 10- to 15-pages, 10- or 12-point font, double-spaced. The submitted assignment should include a cover page, table of contents, introduction, body, summary or conclusion, and works cited.
  • Even though this is not a scientific-type writing assignment, and is mostly creative in nature, references are still very important. You will need to use the sources to help support your justification and reasoning. If you access other sources, such as websites or publications to prepare the assignment, then these should be listed on the last page titled Works Cited. At the very minimum, the text and online course resources should be cited.
  • All DeVry University policies are in effect including the plagiarism policy.
  • The first part of the project is due in Week 4; final presentation and report is due during Week 7 of this course.
  • Any questions about this assignment may be discussed in the weekly Q & A Forum.
  • This report is worth 200 total points (over two parts) and will be graded on quality of topic, quality of content, grammar and sentence structure, and use of citations.

The following are the best practices in preparing each part of the assignment.

  • Cover Page: Include the manager’s name for which you have prepared the presentation, your name and company and product name, and date. You may use your instructor’s name or that of the manager in the case details, Casey Arnold.
  • Table of Contents: List the sections of your assignment and the pages on which they are located.
  • Format: Use a header on your paper. This will indicate you are introducing your paper.
  • Body of Your Report: Each question should be clearly identified with its own heading, answer in the order given, and be easy to identify.
  • Conclusion: Summarizing is similar to paraphrasing but presents the gist of the material in fewer words than the original. An effective summary identifies the main ideas and major support points from the body of your assignment. Minor details are left out. Summarize the benefits of the ideas presented and how the presentation was effective.
  • Work Cited: Use the citation format as specified in the Syllabus (required for the final submission in Week 7).

MKTG 425 DeVry Final Exam Latest

1. (TCO 1) Candle-Mix, a supply house for scented and unscented tapers and other ceremonial candles to houses of worship, restaurants, and other establishments, has experienced a downturn in business in the last two years. Upon investigation, Kim, the owner of Candle-Mix, learns that the same candles that they sell are available from online retailers for at least 13% less. The firm will not be able to survive if customers continue purchasing from competing e-retailers. Candle-Mix maintains a storefront for selling candles but does not provide other services or products. What concerns should Kim have in regards to lowering prices to match the online retailers? (Points : 10)

  • she will sell out of her most popular candles
  • her high-quality candles may be seen as low-quality
  • customers will be buying from her day and night
  • she can expand into other countries
  • she will be too busy to spend time with family

Question 2. 2. (TCO 3) Mondelez Corporation is expanding into a new territory in which they are not as well-known as they are in their current territories. As part of this new push, the sales director decides to use a strategy that involves making aggressive cold-calls and hosting frequent educational seminars. How will the sales cycle in this new territory most likely compare in length to the cycle in the established territories of Mondelez Corporation? (Points : 10)

  • It will be shorter, because the salespeople will be calling prospects to introduce the company.
  • It will be shorter, because Mondelez Corporation will not have to overcome false impressions.
  • It will be longer, because the salespeople will have to introduce the company in cold calls instead of getting name recognition from prospects.
  • It will be longer, because consumers in the new territory have not expressed a need for Mondelez Corporation’s products before.
  • It will be the same, because sales presentations are independent of sales cycles.

Question 3. 3. (TCO 3) Robert Caruthers has just been hired by Kipler Company to replace a sales representative who is retiring after 40 years with the company. The older representative is training Robert on procedures and customers in his territory for three weeks before he retires, and Robert knows this is a huge opportunity to learn about the prospect base. When Robert asks which CRM system the company uses, the older representative says, “Everyone else here uses some computer program called Salesforce, but I won’t touch it. I know my customers like the back of my hand! I never needed to write anything down.” Robert becomes concerned. He used Salesforce in college and knows how vital it is to have customer information, sales records, preferences, and conversations recorded. Which aspect of the CRM process did the sales manager miss out on most by the retiring representative’s non-use of Salesforce? (Points : 10)

  • Accurate reports for forecasting and projected client revenues.
  • Personally knowing the names of the clients.
  • Ensuring all sales team members worked the same way.
  • Keeping the organizational culture in sync.
  • Full disclosure reports for ethics training and corporate compliance.

Question 4. 4. (TCO 4) George Kline is a sales representative for Southern-Swim, a swimming pool service and supply company. Southern-Swim sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Southern-Swim sells to both consumers and businesses. George has noticed that many of his customers become very frustrated with him when he attempts to use needs assessment, problem solving, or relationship building techniques. These customers typically know what product will meet their needs. What should George most likely do when faced with such customers? (Points : 10)

  • Highlight product benefits more than product features.
  • Ask the customer questions to identify unspoken wants.
  • Focus on the purchase stage of the buying process.
  • Spend more time building rapport with the customer.
  • Rework the presentation script to focus more on emotion.

Question 5. 5. (TCO 4) Chun Tai is a sales representative for Southern-Swim, a swimming pool service and supply company. Southern-Swim sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Southern-Swim sells to both consumers and businesses. Chun has noticed that many of his customers become very frustrated with him when he attempts to use needs assessment, problem solving, or relationship building techniques. These customers typically know what product will meet their needs. Chun positions certain swimming pool accessories, such as slides and diving boards, to appeal to baby boomers with grandchildren. Which influence on buying decisions is most important in this situation? (Points : 10)

  • role
  • culture
  • social class
  • reference group
  • organizational culture

Question 6. 6. (TCO 5) Women’s swimwear designer Keli Muan’a designs high-end swimsuits. The suits are sassy in style, but fit a wide variety of body shapes and sizes, which is unusual in the high-end market. Sales director Debbie Clark sells the suits to boutiques at exclusive resorts and hotels. These boutiques usually carry other high-end swimsuit lines. Which of the following is a confirmation question Debbie could ask a boutique buyer? (Points : 10)

  • Can we arrange delivery for next Wednesday?
  • Are the limited sizes of the other swimsuits you carry affecting sales?
  • What are the shapes and sizes of the guests at the resort?
  • So, the swimsuit lines you currently stock do not sell to larger or older customers?
  • What if we could give you a line to sell that is luxurious but also looks as good on older and bigger women as it does on smaller women?

Question 7. 7. (TCO 5) Northern Fire Big Equipment imports heavy machinery used in regions of Europe and North America where heavy snowfall is an issue. This machinery is used by cities and counties to clear roads during snowstorms. Josh Andrews is the senior regional sales manager for New England. Josh goes into a meeting with the sanitation director of a large U.S. city that got slammed by a snowstorm a month previously. During the cleanup, operators of the city’s plows destroyed a significant amount of city and personal property, which triggered public inquiry into the competence of the sanitation staff and director. Based on what Josh learns during the discussion, he realizes that the director has some unique equipment needs that may involve developing a custom machine. Josh will most likely need to: (Points : 10)

  • ask more closed questions
  • recommend a competing product
  • develop a complex sales package
  • use persuasive communication skills
  • engage in product configuration

Question 8. 8. (TCO 6) GoodYear Tires, Inc. designs and manufactures tires for the trucking industry. Their products include tires for semi-cabs as well as tractor-trailers of various sizes and weight limits. Ron, a sales representative for GoodYear, is meeting with a trucking company that delivers primarily lumber and other supplies to home improvement and construction retailers. Ron realizes that the trucking company can purchase tires from other tire companies. With this in mind, he should most likely: (Points : 10)

  • promote GoodYear as the industry leader even if this is untrue
  • ignore the features and benefits of the lowest-priced competitor
  • point out quality problems with the firm’s current tire provider
  • highlight the drop in prices of GoodYear tires in the last five years
  • focus on favorable differences between GoodYear tires and the next-best alternative

Question 9. 9. (TCO 6) Jorge Ortez works at the MittleRx Cosmetic counter at a high-end department store. His job is to give prospects a facial and makeover using MittleRx products and then sell them the products he used. Jorge always says that he’s “in the business of making women feel good about how they look.” The proof device Jorge is most likely to use is: (Points : 10)

  • FDA safety ratings for the ingredients used in the products
  • the makeover itself
  • testimonials by the other MittleRx sales representatives at the counter
  • survey results of satisfied MittleRx users
  • a tour of the manufacturing facilities

Question 10. 10. (TCO 6) Jack Wilson is a junior sales representative for a large equipment manufacturer. Kesha Waters, a senior sales representative, has requested that Jack help her to prepare a sales presentation for a new prospect. Jack and Kesha make a second call on a client to present the proposal. After thanking the prospect for agreeing to a meeting, Kesha says, “I would like to accomplish three goals during the time you’ve given us today.” Which approach is she most likely using? (Points :10)

  • customer benefit
  • referral
  • premium
  • agenda
  • survey

Page 2

Question 1. 1. (TCO 8) Eagle Enterprises is a design company that sells office equipment, layout and furnishing packages to builders and developers. Bo Hernandez is a trade sales representative with Eagle Enterprises. As a trade sales representative, he promotes the company and its products to brokers who have their sales representatives selling Eagle’s designs, equipment and furnishings to clients. A large part of Bo’s job involves attending industry trade shows and working at the Eagle Enterprises booth at the exhibit hall of the trade show. Since Bo covers both trade shows and resellers, it makes most sense for him to organize his territory by: (Points : 10)

  • date of trade show and location of reseller
  • date of trade show and complexity of reseller
  • time zone of trade show and time zone of reseller
  • size of trade show and size of reseller
  • size of trade show and zip code of reseller

Question 2. 2. (TCO 8) Calico Computing is a firm that sells software integration and infrastructure packages to schools and universities. Georgia Redding is an inside sales representative with Calico Computing. As an inside sales representative, her sales presentations are made via webinar. She reaches clients and prospects by phone, email, and instant messaging, all from her home office. According to Georgia, the best thing about her job is having a fulfilling professional career but never having to commute to an office. Georgia needs to organize her territory. Which categories would make the most sense for her to use to organize her territory to schedule her calls most efficiently? (Points : 10)

  • zip code and type of organization
  • time zone and size of organization
  • time zone and zip code
  • zip code and contact’s position in the organization
  • area code and contact’s position in the organization

Question 3. 3. (TCO 7) Tommy DesDain is the sales representative for the Holiday Zoo. He sells events, such as wedding receptions, corporate dinners, and fundraisers that are held on zoo grounds. Tommy has just finished negotiating all the details of Carole Madison’s upcoming wedding reception and is preparing to close the sale. Carole is considerably interested in having her wedding at the zoo but seems to need help envisioning the process and benefits. Which of the following is a signal that Carole is ready to sign the contract to book the reception? (Points : 10)

  • She looks at her watch.
  • She checks her phone for messages.
  • She asks, “How much do I need to put down now to reserve the date?”
  • She asks, “Why don’t you offer pre-set desserts?”
  • She says, “The country club offers a chocolate fountain at no extra cost.”

Question 4. 4. (TCO 7) Gina Robertson is a sales representative with Coast-to-Coast Trans, a company that provides full service chartered flights—airplanes, pilots, staff, and services—to client groups. She has just closed a large sale of several flights each week for four months to a service organization of college students. The students are sent on work service projects all across the United States. The first flights will begin one week after the closing date. After the first flight, Gina would most likely build a long-term relationship with the new client by: (Points : 10)

  • e-mailing a new flight schedule
  • sending an online customer service survey
  • calling the client to ensure satisfaction with the flight
  • requesting referrals from the client to engage in upselling
  • checking with the billing department to make sure the client was invoiced

Question 5. 5. (TCO 7) Ana Lexington is the director of Membership Programs for the St. Louis Museum. She develops the programs and sells them to museum visitors. The programs are tiered and include discounts and special member-only deals. Ana has seen research showing that members who are contacted “meaningfully” at least once a month are more likely to renew their memberships. What form of contact would museum members be most likely to find meaningful each month? (Points : 10)

  • an automated phone call thanking them for their museum membership
  • an email invitation to an upcoming special event for museum members
  • a refrigerator magnet with a picture of a museum exhibit on it
  • a phone call from another museum member requesting donations
  • a postcard with reminders of the museum’s hours of operation

Page 3

Question 1. 1. (TCO 2) Our textbook discusses three channels of distribution that employ sales professionals. Discuss the main components of the Business-To-Business Channels. Which career opportunity within this channel do you see yourself working in? Explain why you chose this option. (20 points) (Points : 20)

Question 2. 2. (TCO 8) List the four dimensions of opportunity management. How would you describe your time management skills? List the four time-saving techniques used by time-conscious people and describe how you can use each to increase your time management. (20 points) (Points : 20)

Question 3. 3. (TCO 4) Ron Hall is a customer service representative responsible for selling time-shares to a new family resort on the Orlando Florida Universal Studios property. Assume that Ron’s buyer is a married father of two children, an executive at Proctor and Gamble and has a dominant communication style. How should Ron plan to approach this buyer? What features and benefits will most likely appeal to this buyer? What type of selling tools will help make the demonstration most effective? (20 points) (Points : 20)

Question 4. 4. (TCO 2) What are the major differences between Sales and Marketing? What can Sales and Marketing do to better coordinate their activities? (20 points) (Points : 20)

Question 5. 5. (TCO 1) Describe the evolution of strategic selling. What are the four broad strategic areas in the Strategic Selling Model? How do value-added selling strategies enhance personal selling? (20 points) (Points : 20)