Information Needed for the Evaluation Phase of the Strategic Marketing

question 201

Multiple Choice

information needed for the evaluation phase of the strategic marketing process includes: (1) __________ and (2) action memos to correct problems and exploit opportunities.

• A) positioning studies
• B) market-product grids with target segments and product groupings
• C) detailed plans to execute the marketing program
• D) tracking reports to measure results
• E) projected future sales, expenses, and profits

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Definitions:

Sales Presentation

A formal pitch or demonstration given to potential buyers with the aim of securing a sale.

Trial Close

A technique used in sales to ask a prospective customer a question that assumes the sale is going to be made, in order to gauge their readiness to purchase.

Close-Ended Question

A type of question designed to receive a specific, usually "yes" or "no," answer, limiting the extent of response.