Five Successful Marketing Techniques 1.

Keep Adding Something New Every time you add something new to your business you create an opportunity to get more sales. For example, something as simple as adding new information on your web site creates another selling opportunity when prospects and customers visit your site to see the new information. Adding a new product or service to the list of those you already offer usually produces a big increase in sales. The added product increases your sales in 3 different ways: • It attracts new customers who were not interested in your current products and services. • It generates repeat sales from existing customers who also want to have your new product. • It enables you to get bigger sales by combining 2 or more items into special package offers. Ads by Google

2. Become a Valuable Resource Look for ways you can be a resource for your prospects and customers. Supply them with free information. Help them do things faster, easier, less expensively. You get another opportunity to sell something every time they come back to you for help. 3. Separate Yourself from Your Competition Find or create a reason for customers to do business with you instead of with someone else offering the same or similar products. For example, do you provide faster results, easier procedures, personal attention or a better guarantee?

Assess financial capability to support product-marketing initiatives. Only a small portion of your total business will be affected if the sales of one product decline or the response to one marketing method drops. 2. Create an inventory of all the tangible and intangible assets available to the company. They want the benefit produced by using it. Promote that advantage in all of your advertising. 3. Make sure your web pages. sales letters and other sales messages are promoting the end result your customers want. . Don't wait until your income declines to take action. Conduct research to see if the product is a good one and it has a viable target market.. Promote the End Result Your customers don't really want your product or service. Develop the habit of looking for early signs that something is changing. For example. 4.or even recently.. How to Market a Product Steps 1. 5. 5. Tip: Insulate yourself against the impact of change by increasing the number of products and services you offer and by using a variety of different marketing methods. innovative competitors and rapidly changing technology make it impossible. Expect change and prepare for it. Then confront it before you start to lose business. Business opportunity seekers want personal and financial freedom for themselves and their family. Assume that the product is "terrible" and the management has inventoritis. Aggressive. Give your prospects a reason to do business with you instead of with your competition and you'll automatically get more sales. The days are gone when a business could constantly grow by simply repeating what it did successfully in the past . Make any required changes to improve the product. Dental patients want healthy and good-looking teeth without suffering any pain. car buyers want convenient transportation with a certain image. Anticipate Change Change is the biggest challenge to your business success. 4.Determine the unique advantage you offer to customers that your competitors do not offer.

13. 11. Focus your efforts by finding the Leverage Point (Strategic Leveraging) by analyzing networks. Understand the value proposition. Leverage all the appropriate tangible and intangible assets and execute on the strategy and process. Improve the marketing materials. executing the strategy using sufficient leverage and force to drive the process to completion. creating a strategy centered around a Leverage Point (LP). differentiation. brand and pricing strategy Selecting . marketing vehicles and service providers 12. 15. 8. . Strategic Leveraging involves the following 5 steps: ○ ○ ○ ○ ○ determining the opportunities for improvement from the status quo. evaluating strategic improvement opportunities. quizballs 5 . technology and alliances. 10. Get the right people into the right places at the right time.competitive strategy. Clarify timeline. trends. Design an external marketing strategy and process. 9. financial and internal/external marketing).6.distribution channels. 7. (considerations below) ○ ○ Positioning .management and business quiz . Examine all processes within the company (operations. Make all required improvements to the internal processes. target quiz questions and answers Information about all of these subjects is on the businessballs website. 14. plan. target market needs. A search tool is at the top of the page. priorities and objectives. Review the process and make any necessary changes. establishing a position. goals and environment.

and Affiliation (n-affil). David McLelland's motivational theory identified three principal motivational needs which he said each of us possesses to varying degrees. and which characterise our motivational behaviour. What does the financial abbreviation P&L stand for? Profit and Loss (Profit and Loss Account) 7. the need for relationships. The Ansoff matrix correlates what two aspects of business development from the 'new' and 'existing' perspectives? Products and Markets 9.1. improve understanding. influence and authority. 10. what do 'open questions' generally achieve? Open questions gather information. the need to achieve things. Action 5. and build rapport by encouraging the other person to talk and explain things. including how they feel about things. Desire. What does the selling acronym AIDA stand for? Attention. interaction and acceptance among other people (or words to similar effect as these definitions) 3. Interest. Which organisation produces the UK's ABC1C2 (etc) Social Grade Classifications Statistics? NRS Ltd (National Readership Survey) 4. the need to have impact. what three types of communication did he identify and what percentages for each did he attach to each type in terms of the percentage of meaning (or understanding) that each communication type conveyed from person to person in his study? Mehrabian's research stated that: 7% of meaning conveyed is in the words that are spoken. Who developed the ten stages of corporate life cycle. 38% of meaning conveyed is in the way that the . Authority/Power (n-pow). Who developed the 'Equity Theory' of job motivation in the 1960's? J Stacey Adams 6. Albert Mehrabian researched and published a now widely referenced set of statistics for the effectiveness of spoken communications. starting with Courtship and Infancy and ending in Bureaucracy and Death? Dr Ichak Adizes 8. what are these three motivational needs? Achievement (n-ach). In selling and communications. What psychological methodology does NLP stand for? NeuroLinguistic Programming 2.

according to brain theorists such as Katherine Benziger? Left Basal (left rear) 17. Transfer of learning. about the appraisee.One of the most effective and efficient forms of marketing is abbreviated to the initials WOM. peers. expenses which change according to scale of performance or usage or demand are known as what? Variable Costs 12. including subordinates. drink.shelter. food. about whom? A '360 Degree' feedback appraisal collects the views from people who work with the appraisee.words are said (paralinguistic).What is the name of Ingham and Luft's model and theory which deals with hidden and open areas of knowledge about a person? The Johari Window 13. relationships. 2. and 55% of meaning conveyed is in facial expression. etc). affection. etc). Application of learning. what is it? Word Of Mouth 19. Self-Actualisation. responsibility. 11. Belongingness and Love.What are the four levels of learning evaluation defined in Donald Kirkpatrick's model? 1. Bloom's Taxonomy of Learning Domains divides learning development into three main aspects: Cognitive. Esteem Needs (achievement. Biological and Physiological? Biological and Physiological Needs (basic life needs .What part of our brains typically handles process-type functions.oldest are written-off first) 18. Effect of application (or words to the same effect as these four definitions) 15. etc).What is the correct ascending order of these human needs according to Maslow's Hierarchy of Needs: Esteem.What does the accounting acronym FIFO mean? First In First Out (a convention for writing down the balance sheet value of assets of the same type . protection. Safety. 4. Safety Needs (security. law. Affective and Psychomotor. effectively anyone who comes into contact with the appraisee and who is happy to provide constructive feedback about the appraisee's strengths and areas for improvement 14. etc) 16. status. self-fulfilment. 3.In business accounts and financial reporting. SelfActualisation (personal growth. what might these three aspects of . Enjoyment. upline managers.The '360 degree' appraisal method collects feedback from whom. etc). reputation. sleep. Belongingness and Love Needs (family.

3.The 'Big Five' personality dimensions. Weaknesses.What does the SWOT stand for in SWOT analysis? Strengths. Skills 20. 22. Unconscious Incompetence.What three important things should be confirmed and understood before conducting a brainstorming ideas session? The purpose or aim of the exercise. Opportunities.What are the 'Four Functional Types' within Carl Jung's theory? Thinking. 4. Problem Child and Star (or Rising Star) 23.The financial ratio which divides a company's 'liquid assets' by 'current liabilities' is known by what popular term? Acid Test (or 'Quick Ratio') 24..What is the '1st Law of Cybernetics' (aka the 'Law of Requisite Variety')? "The unit within the system with the most behavioural responses available to it controls the system.What are the four sequential stages of the 'conscious competence' learning model? 1. by which modern day psychologists believe every person's personality and behaviour tendencies can be measured are commonly abbreviated to the OCEAN acronym. Sensation.What are the four metaphorical terms used to describe products/services in Boston Matrix model according to market share and market maturity? Dog. Extraversion/introversion. Cash Cow. Feeling.What are the four main 'Temperament' types called within David Keirsey's Temperaments personality theory? Artisan. Attitude. Conscientiousness. Conscious Incompetence. sometimes the craziest-sounding ideas are the best ones). what does OCEAN stand for? Openness to experience. Idealist. 2. Unconscious Competence 29. a time limit.personal development more commonly be called? Knowledge. 25. Guardian. the fact that all ideas are welcome and to be respected (ie. Conscious Competence." (or words to that effect) 30. Rational/Rationalist . Intuition 27.Who wrote the Seven Habits of Highly Effective People? Dr Stephen Covey 21. Agreeableness. greenhouse gas emissions) 28.With what was the Kyoto Summit concerned? Global climate change (in other words. Neuroticism. Threats 26.

Douglas McGregor defined two main styles of management. autocratic and repressive.Daniel Goleman was responsible for popularising and defining what management and behavioural concept in his eponymously titled (ie. what must be reduced in order for the team's area of freedom (and growth) to increase? The manager's use of authority 32. Abstract Conceptualization (thinking). what are the basic minimum three stages required? 1. and Reflective Observation (watching)? David Kolb 34. Write a letter to the employee explaining the issue. and developmental (or words to similar effect as these two descriptions) 40. delegating. Hold or offer an appeal meeting with the employee if required.What is psychometrics? The science of measuring (or testing) personality type (or mental abilities) 36. 39. According to the Tannenbaum and Schmidt theory relating to delegation and team development.. and Y-Theory (or Theory-Y) which is participative.What is the management technique that is commonly abbreviated to MBWA? Management By Walking About (or Wandering Around) .Whose experiential learning theory comprises the learning styles named: Concrete Experience (feeling). 1982) although it was probably part of a new management ideology first pioneered by a few bright American companies as far back as the 1940's 37. what did he call them and how are each of the two styles typified? X-Theory (or Theory-X) which is authoritarian. UK employers must follow a minimum process of three-stages for handling disputes with employees.the term is generally attributed to Tom Peters (In Search Of Excellence. the title is also the subject) 1995 book? Emotional Intelligence 35.31.What does the financial term ROI stand for? Return On Investment 33. Active Experimentation (doing).Bruce Tuckman's theory about team development uses what four sequential rhyming words to describe the four . 2. 3.Since October 2004. Have a meeting with the employee to discuss the issue. including disciplinary and grievance matters.Large size hand-writing generally indicates what characteristics in the personality of the writer? Extraverted or out-going nature 38.

status. Plant. Social. . company car.What visionary management thinker wrote The Age Of Unreason and The Empty Raincoat? Charles Handy 48.') 47.In marketing. Interpersonal (other people's feelings). 'Tell me about. listening. Economical. which of these are 'hygiene needs' (or 'maintenance factors') and which are true 'motivators': work conditions. Team Worker.According to Herzberg's motivational theory. Implementer (was called 'Company Worker'). Auditory.What are the names of the (nine) Belbin 'team roles'? Coordinator (was called 'Chairman').What does VAK stand for in the learning styles theory? Visual. (or for particularly capable or intelligent respondents. Promotion. What. rhythm). salary..seeing. Norming. Specialist 49. Place. Shaper. and personal growth. status.What does the business acronym IPO stand for? Initial Public Offering. 43. doing) 44. advancement.stages of a group's progression? Forming. Spatial-Visual (images and space). sound. and personal growth? Of the examples listed. meaning the initial sale of privately owned equity (stock or shares) in a company via the issue of shares to the public and other investing institutions 45. Technological 46. MonitorEvaluator. work itself. Completer-Finisher. advancement. responsibility. responsibility. Price. Resource Investigator. LogicalMathematical (logic and numbers). How. Kinesthetic/Kinaesthetic (three different learning styles or methods . recognition.What do 'open questions' typically begin with? Open questions typically begin with Who. True motivators in the list are achievement. When. company car. what are the The Four P's? Product. work itself. Intrapersonal (self-awareness) 42.. and Why. salary. Musical (music. hygiene needs are: work conditions. What are Howard Gardner's seven (original) Multiple Intelligences? Linguistic (words and language). Bodily-Kinesthetic (body movement control).What does the PEST stand for in PEST analysis? Political. achievement. recognition. Storming. Performing 41. Where.

. who wrote it? Dale Carnegie.50.A lot of the traditional 20th century sales theory and training was influenced by the 1937 book 'How to Win Friends and Influence People'.

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