A marketer wonders why salespeople no longer simply approach their prospects with the direct intention of making a sale. Instead, they spend time analyzing all the possible needs and desires of the prospects. The marketer realizes that, today, salespeople are expected to:
a. be problem solvers who work in partnership with customers.
b. be technical experts with experience in database management and analysis.
c. take orders only after confirming the appropriateness of each sale.
d. understand the operations and output of several departments.
Question 2
You are owner of a 15-person advertising agency in a major market. You've been invited to pitch the Girl Powerz account, the largest female-only fitness center chain in the region, one that could quickly grow into a national franchise. If you land the account, it will be your biggest revenue producer by far. You'll be able to staff up, move to a nicer space, and buy some decent office furniture. It also will put you, personally, in a position to make a ton of money by selling out to a larger agency some day. Considering the importance of the pitch to Girl Powerz execs, you have decided to spearhead the pitch yourself. One of the main tasks will be to work with the marketing director at Girl Powerz to determine exactly what she wants from its new advertising campaign. Which elements identify the specific goals that you will ask her
to provide in concrete terms?
a. strategies
b. tactics
c. objectives
d. executions
Technique of Direct Percussion
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