Successful Marketing Programs Move the Target Customer Through Three Stages

question 62

True/False

Successful marketing programs move the target customer through three stages of relationship building: awareness, exploration, and commitment.

Understand the core principles and differences between Cognitive Behavioral Therapy (CBT) and Rational Emotive Behavior Therapy (REBT).

Identify and explain various cognitive distortions and their impact on mental health.

Describe exercises used in REBT/CBT to challenge and change dysfunctional thoughts and beliefs.

Explain the ABC Model in REBT, including the roles of Activating Events, Beliefs, and Consequences.

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Definitions:

Customer Service

All of the activities a firm engages in to satisfy the needs and wants of its customers.

Trial Close

A sales technique where the salesperson asks the prospect a question or series of questions to gauge the prospect's readiness to buy.

Buyer's Readiness

The stages a potential customer goes through before deciding to purchase a product, including awareness, knowledge, liking, preference, conviction, and purchase.

Team Selling

A sales strategy where a group of individuals with different expertise collaborates to sell a product or service to better meet customer needs.