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Class Notes for Marketing at McGill University

MRKT 455 Lecture Notes - Lecture 7: Lead Generation, Sales Process Engineering, Linkedin
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Lecture 7: Prospecting Primary sources to help a salesperson find qualified prospects? LinkedIn Google Conversations Etc. The sales process has 10 steps 1. Prospecting 2. Pre-approach ...

Marketing
MRKT 455
George Dracopoulos
MRKT 455 Lecture Notes - Lecture 6: Sales Promotion, Lowkey
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Lecture 6 Unique Selling Proposition To develop a successful USP, answer the following: o What attributes set your product or service apart from your competitors? o Which attributes are most i...

Marketing
MRKT 455
George Dracopoulos
MRKT 455 Lecture Notes - Lecture 5: Sales, Motor Oil
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Lecture 5: Sales Knowledge Knowledge Increases the salesperson confidence Increases the buyers confidence and trust More knowledge = more sales Sales Knowledge Know your customers o ...

Marketing
MRKT 455
George Dracopoulos
MRKT 455 Lecture Notes - Lecture 4: Eye Contact, Active Listening, Proxemics
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Lecture 4 Communication Factors How do we communicate?? (class discussion/ideas) o Body language (ex: eye contact, posture, physical distance) o Talking (ex: choice of words) o Activ...

Marketing
MRKT 455
George Dracopoulos
MRKT 483 Lecture 2: Lecture 2
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LECTURE 2 Internationalization Objectives Dunning: main motivations for internationalization o Market-seeking o Efficiency-seeking o Resource-seeking o Strategy asset-seekin...

Marketing
MRKT 483
Hamid Etemad
MRKT 483 Lecture Notes - Lecture 1: Customer Relationship Management
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LECTURE 1 LSEs/SMEs SE= small enterprise SME= small/medium enterprise LSE= large scale enterprises LSEs such as MNEs are becoming network of SMEs Size is not a good distinguisher SMEs are not all expor...

Marketing
MRKT 483
Hamid Etemad
MRKT 455 Lecture Notes - Lecture 2: Golden Rule, Price Discrimination, Internal Set
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Lecture 2 Key Stakeholders (ex Bombardier) Customers Shareholders Suppliers Employees Managers Owners Government Community Creditors An Organizations Main Responsi...

Marketing
MRKT 455
George Dracopoulos
MRKT 455 Lecture Notes - Lecture 1: Direct Selling, Takers, Personal Selling
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LECTURE 1 What is selling? Personal selling o Personal communication o Persuasive o Need fulfillment Goods Services ideas Everybody Sells! Each person develops communication techniques, trying to get our way in life. o Ex...

Marketing
MRKT 455
George Dracopoulos
MRKT 452 Lecture Notes - Lecture 3: Canadian Tire, Expected Loss, Stockout
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Newsvendor Model Assume that you are Canadian Tire and wish to place an order at the suppliers for Christmas decorations. As a operations manager, the challenges are: Estimation of the d...

Marketing
MRKT 452
DaHee Han
MRKT 452 Lecture Notes - Lecture 5: Satoru Iwata, Shigeru Miyamoto, Wii U
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February 20, 2018 Nintendo Case How could Nintendo sustain a competitive advantage over the past 100 years? R&D looked for something new o That's why they had two teams Leadership encouraged to get a...

Marketing
MRKT 452
DaHee Han
MRKT 452 Lecture 9: Notes
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COMP 409 Winter 2018 Professor Clark Verbrugge Some elements from http:www.wikinotes.caCOMP_409. Contents Lecture 1 Tuesday, January 9, 2018.........................................................................6 Concurr...

Marketing
MRKT 452
DaHee Han
MRKT 452 Lecture 10: Notes 1
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Human Rights and Ethics in Practice What are humans? - Humans Rights: strong universal moral claims for a dignified life, posses by all people simply on the basis that they are human beings. - Humans rights emerged, d...

Marketing
MRKT 452
DaHee Han
MRKT 452 Lecture Notes - Lecture 14: Operations Management
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MGCR 472 Operations Management Nestl Presentation *Please note that these are complement notes to the slides. Chandra Kumar (President, Confectionery, Nestl Canada Inc.) Operations management is the base of a company. The ...

Marketing
MRKT 452
DaHee Han
MRKT 452 Lecture Notes - Lecture 18: Warren Buffett, Fundamental Analysis
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Investment Management Midterm DateTime: Feb 16 12pm Coverage: Slides up to and including Warren Buffet (Trading + Fundamental Analysis), slides after Warren Buffet in fundamental analysis deck not testable material (wasnt ...

Marketing
MRKT 452
DaHee Han
MRKT 452 Lecture Notes - Lecture 5: Confirmation Bias, Yuppie, Product Placement
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Persuasion Thursday, 1 March 2018 11:30 AM Framework for Persuasion

Marketing
MRKT 452
DaHee Han
Business Administration
BUS 343
All Professors
Permachart - Marketing Reference Guide: Predatory Pricing, Sales Promotion, Marketing Mix

Introductory Marketing 2 Introductory Marketing 3 permacharts TM ...

Business Administration
BUS 343
All Professors
Marketing - Reference Guides

An easy to follow summary of every key marketing principle. The ability to effectively match a product or service to a need requires a well rounded understanding of the selling, public relations, and advertising that makes...

MBA - Master's in Business Admin
MBA 643
All Professors

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