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Summary: Marketing & Sales 2
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Read the summary and the most important questions on Marketing & Sales 2
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1 Lecture 1
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Is B2C commercial usage or personal usage?
Personal usage -
What is the sales cycle?
Converts leads into paying customers -
What are the 7 steps of the sales cycle?
- Prospecting
- Qualifying
- Needs Assessment
- Sales pitch, demo and proposal
- Handling objections
- Closing
- Follow up & repeat business
- Prospecting
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What are the factors you need to consider in the market opportunity analysis?
- Competitors
- Company
- B2B Customers
- Competitors
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Why do we use external analysis?
To detect factors that might impact your company businesses now and in the future -
Why do we use internal analysis?
To detect its resources/ flexibility/adaptability to deliver the offering -
2 Lecture 2
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What are the 5c's of awareness?
Customer ProfileCustomer JourneyChannel mixCommunicated MessageContent Mix
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What is Paid search PPC?
A prospect looks for about any B2B solution on the potential suppliers' website -
How do you create compelling copy?
- Cover the main points
- Preemptively respond to objections
- Build trust with your prospect
- Cover the main points
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3 Chapter 9
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What are the 5 steps of the lead generation process?
- Lead capture
- Lead nurture
Qualify-sales Sales qualification and nurtureClose
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