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Class Notes for Business, Entrepreneurship and Technology at University of Waterloo

BET430 Lecture Notes - Lecture 8: Inbound Marketing, Sales Process Engineering, Version Control
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find more resources at oneclass.com BET 430 Lecture Notes Lecture 8 Easier to Start, Harder to Scale Add Value > Extract Value Persona Development: Wh...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture Notes - Lecture 21: Sales Process Engineering, Retail, Personal Selling
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Lecture 21 Sales Drives the Economy B2C: Individuals or organizations that sell goods or services to final customers for their personal, non-business use. - 70 of our economy is driven by consumer spending so it is very im...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture Notes - Lecture 22: Sales Process Engineering, Lead Generation, Styles Of Chinese Martial Arts
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Lecture 22 Sales Management: Use resources to drive sales growth, improve lead generation, and improve retention. Providing Support: - Work environment is designed and is conducive to top sales performance - Everyone works...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture Notes - Lecture 20: Computer Performance, Active Listening, Time Management
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Lecture 20 Top Performing vs Low Performing Salespeople: - Top performers put in the consistent effort to improve the quantity and quality of their daily activities o They always do more than low performers and they are fo...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture Notes - Lecture 18: Customer Experience, Customer Service, Retail
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Lecture 18 Relationship Marketing: - The focus is on creating customer loyalty and retention - Based on the idea that customers need continual attention - Service and follow up are important to the success of companies - I...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture Notes - Lecture 11: Inbound Marketing, Bant, Sales Process Engineering
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Lecture 11 Three Ways to Find Prospects: 1. Direct response to outbound marketing efforts which includes cold calls, emails, trade shows, etc 2. Email analytics based on Lead Scoring from outbound efforts 3. Inbound inquir...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture Notes - Lecture 13: Sales Process Engineering, Logical Reasoning
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Lecture 13 Sales Presentation: - Can happen anytime but are most often planned - Provides knowledge that allows the buyer to develop positive personal beliefs towards productservices. - Leads to the next step in the sales ...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture Notes - Lecture 12: Shopify, W. M. Keck Observatory
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Lecture 12 Sales Life Cycle 1. Sales builds a forecast 2. Forecast is added to master plan 3. Board approves plan 4. Public market given expectations 5. Plan dictates all team plans, like budgets, new hires, activations, d...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture Notes - Lecture 17: Purchase Order, Assertiveness, Sales
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Lecture 17 Characteristics of a Good Closer: - Expects to get sales - Desire to close each sale - Positive attitude and belief about the products ability to benefit the prospect - Knows the customer and tailors the present...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture Notes - Lecture 19: Sales Process Engineering, Bant
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Lecture 19 Sales Territories: Comprise a group of customers or geographical area assigned to a salesperson. Established to: - Obtain thorough coverage of the market - Establish each salespersons responsibilities - Evaluate...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture 16: Lecture 16
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Lecture 16 What are Objections? - Opposition or resistance to information or the salespersons request - Can often be a misunderstanding of information - Objections are not rejection o Shows that the prospect is interested ...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture Notes - Lecture 6: Technological Change, Consumer Reports, Value-Based Pricing
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Lecture 6 Knowledge: Knowledge (in product, sales processesbest practices, etc) builds trust. Knowledge: - Increases your confidence - Increases the buyers confidence and trust in you Acquisition of Knowledge: Knowledge is...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture Notes - Lecture 2: Retail
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Lecture 2 Marketing vs Selling: Marketing establishes brand presence with a broader market, while sales targets specific customers and develops relationships. Elements of Selling: - Personal Selling o Personal Communicatio...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture Notes - Lecture 7: Marketing Automation, Bant
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Lecture 7 Reasons for Lost Customers: 1. Price 2. Bankruptcy 3. Mergers 4. Relocations 5. Death 6. Poor economic conditions 7. No longer need product 8. Competition takes over 9. New purchasing agent 10. Technology Change ...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
BET430 Lecture Notes - Lecture 3: Customer Retention, Data Theft
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Lecture 3 Social Responsibility: Managements obligation to make choices and take actions that contribute to the welfare and interests of society as well as to those of the organization. Effect of Social Responsibility: Soc...

Business, Entrepreneurship and Technology
BET430
Kevin Hood
Permachart - Marketing Reference Guide: Security Interest, Consequential Damages, Parol Evidence Rule

TM permacharts S a le s&L e a s e so fG o o d s General Considerations Un...

Accounting
ACTG 2010
All Professors
Permachart - Marketing Reference Guide: Secured Transaction, Chattel Mortgage, Security Interest

permacharts TM S e c u r e dT r a n s a c t io n s Scope ...

Accounting
ACTG 2010
All Professors
Permachart - Marketing Reference Guide: Statement Of Changes In Equity, Retained Earnings, Cash Cash

permacharts MT FINANCIAL STATEMENTS • Financial statements are documents that are BALANCE SHEET (B/S) STATEMENT OF RETAINED EARNINGS (SRE) ...

Accounting
ACTG 2010
All Professors
Accounting II - Reference Guides

Advance your knowledge with our advanced Accounting II! This companion Guide to Accounting I develops the reader’s understanding of balance sheets before moving into an effective summary of how assets are treated for accou...

Accounting
ACTG 2010
All Professors
Cost Accounting - Reference Guides

Specialized Accounting quick reference information in one handy place! This Guide provides specialized reference material that flows naturally from the contents of its companion Guides Accounting I and Accounting II. The t...

Accounting
ACTG 2010
All Professors
Permachart - Marketing Reference Guide: New York Stock Exchange, Nyse American, Market Trend

l e a r n • r e f e r e n c e • r e v i e w permacharts TM Stocks & Bonds WHAT IS A STOCK? WHAT IS A BOND? ...

Biology
BIOL2761
All Professors
Permachart - Marketing Reference Guide: Net Asset Value, Mutual Fund, U.S. Securities And Exchange Commission

l e a r n • r e f e r e n c e • r e v i e w permacharts TM Mutual Funds WHAT IS A MUTUAL FUND? PURCHASING & REDEE...

Biology
BIOL2721
All Professors
Business Administration
BUS 343
All Professors
Permachart - Marketing Reference Guide: Business Communication, Human Communication, Jargon

Communication Success 2 Communication Success 3 permacharts TM ...

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
Administrative Law - Reference Guides

Administrative law directly influences the life of every American citizen. All local, state and federal agencies operate pursuant to general Administrative law principles. An understanding of all administrative law functio...

Business Admin - Mgt
MGMT 10
All Professors
Organizational Behavior - Reference Guides

The systematic study of individual and group behavior within organizational structures is outlined in this coordinated Guide. Theories of leadership and individual behavior are related to the foundations of group behavior ...

Psychology
PSYC 302
All Professors
Introduction to Business Law - Reference Guides

Business law, sometimes referred to as corporate-commercial law, is a system of governance and regulations in connection with the creation, existence and dissolution of businesses. Today, Canadian businesses are governed b...

BLAW - Business Law
BLAW 464
All Professors
Management - Reference Guides

The complex aspects of Management are made clearer in this Guide. This powerful Guide provides comprehensive assistance to anyone who desires a deeper appreciation of basic Management principles. The fundamentals of organi...

BA - Business Administration
BA 2283
All Professors
Corporations - Reference Guides

Corporations are explained with clarity and precision in this informative Guide! This guide helps to remove some of the confusion that popularly exists concerning the purpose, the extent, and the legal effect of different ...

BA - Business Administration
BA 2283
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
Permachart - Marketing Reference Guide: Meeting Of The Minds, Executory Contract, Uniform Commercial Code

l e a r n • r e f e r e n c e • r e v i e w permacharts TM CContracts WHAT IS A CONTRACT? STATUTE OF FRAUDS ...

Law and Business
LAW 603
All Professors

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