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Chapters 15 & 17 (PROMOTION (Factors (Nature of Product, Stages in PLC…

- - - - Paid media
    - - Earned media
    - - Owned media
  - - - Interpersonal
      - Mass
    - - Sender
      - Encoding
      - Message Channel
      - Decoding
      - Noise
      - Feedback
      - Receiver
- - - - Generating leads
        
        Cold calling
        
        Referral
        
        Networking
      - Qualifying leads
        
        identify
        
        A recognized need
        
        Buying power
        
        Receptivity and accesibility
      - Approaching the customer and probing needs
        
        Preapproach
        
        Needs assessment
        
        Product or service
        
        Customers and needs
        
        Competition
        
        Industry
      - Developing and proposing solutions
        
        Sales proposal
        
        Sales presentation
      - Handling objections
      - Closing the sale
      - Following up
  - - - Quota
    - - Ego strength
      - Sense of urgency ad competitiveness
      - Assertiveness
      - Sociable
      - Risk takers
      - Capable of understanding complex concepts and ideas
      - Creativity
      - Empathetic
  - - - Campaign Management
      - Retain Loyal Customers
      - Cross-Selling
      - Design Targeted Marketing Communications