MKT 340 Lecture Notes - Lecture 5: Visual Learning, Heavy Competition

• School: University of Miami
• Department: Marketing
• Course: MKT 340
• Professor: ian Sharf

Document Summary

Survey: series of close ended statements or questions to determine if there is a need or not. Do not mention the name of the product in the statement. They cannot be leading statements or leading questions. Find how strong is the yes/no by strongly agree/ agree/ disagree. Figure out if they can buy the product or not. Agenda: written outline of things to be covered. Purpose: gather enough info to make the presentation and begin the process of getting referrals. Components: recap the previous meeting: people buy based on emotion. You want to bring them where they were before: a through and complete fact find: to get the name of the decision makers, budget information. Now how do you currently solve for the need. Enjoy what do you enjoy most of the way you do it. Alter what would you change about the way you do it. Standardized memorized: always the same for all. never changes.