Chapter 2 --Customer Relationships

Relationship Marketing: Where Personal Selling Fits Chapter 2

The Purpose of Business is to: ,[object Object]

This Requires ,[object Object]

Profit is a Means to an End ,[object Object],[object Object],[object Object]

The Two Basic Functions and Goal of Business ,[object Object],[object Object],[object Object],[object Object],[object Object]

What is Marketing? ,[object Object]

The Production Concept ,[object Object],[object Object]

The Selling Concept ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Marketing Concept ,[object Object],[object Object],[object Object],[object Object],[object Object]

Marketing’s Importance in the Firm ,[object Object],[object Object],[object Object],[object Object],[object Object]

Exhibit 2.2: The Marketing Group is the Link Between Customers and the Organization

Product: It’s More Than You Think ,[object Object],[object Object],[object Object]

Exhibit 2.3: Four Elements of the Marketing Mix and Four Promotion Activities

What is Meant by the Term “Product?” ,[object Object]

The Term “Product” May Refer to a Good or Service ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Good and the Service: ,[object Object],[object Object],[object Object]

We Will Use the Terms Follow-up and Service. What do They Mean? ,[object Object]

The Term “Service” May Refer to A: ,[object Object],[object Object]

Customer Service by the Salesperson Include: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

People Buy More Than the Product ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],*products and associated images used for illustrative purposes only

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],There Are Two General Types of Products - Consumer and Industrial Products

There Are Two General Types of Products- Consumer and Industrial Products Cont… ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Key Phrases That Differentiate Between Consumer and Industrial Products are: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What Is Another Name for an Industrial Product? ,[object Object],[object Object]

Price: It’s Important to Success ,[object Object]

Distribution Moves Products to Customers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Consumer and Industrial Products are Often Distributed Through Resellers ,[object Object],[object Object]

What Is a Wholesaler? The Wholesaler (May Be Referred to as a Distributor) ,[object Object],[object Object],[object Object],[object Object]

Exhibit 2.5: Examples of Distribution Channels for Consumer and Industrial Products

Promotion Tells People ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Exhibit 2.7: Examples of Each Marketing Mix Element

Relationship Marketing ,[object Object],[object Object],[object Object]

[object Object],Relationship Marketing and the Sales Force ,[object Object]

Three Levels of Relationship Marketing ,[object Object],[object Object],[object Object]

Partnering with Customers ,[object Object],[object Object]

Consultative Selling ,[object Object],[object Object],[object Object]

Three Consultative Selling Roles for the 21 st Century

Exhibit 2.11: Marketing and Personal Selling Provide Service to Customers

Chapter 2 --Customer Relationships

Recomendados

Recomendados

Más contenido relacionado

La actualidad más candente

La actualidad más candente (20)

Similar a Chapter 2 --Customer Relationships

Similar a Chapter 2 --Customer Relationships (20)

Más de swhitman1

Más de swhitman1 (11)

Chapter 2 --Customer Relationships