MKT 305 Exam 1- CMU Divine || A+ Graded.
needs correct answers create value
produces solutions that meet the needs of a segment of customers better than competition
*Product/service development
pricing
benefit segmentation
perceptions and attitudes correct answers sell value
get targeted customers to perceive that your solution meets their needs better than the
competitions' solutions
*Promotion
Packaging
Pricing
Branding
Positioning
purchase correct answers deliver value
acquire orders from customers and fulfill these orders to the customers' satisfaction
*Distribution
*Pricing
Customer service
marketing role correct answers create wants
ex: satisfy the needs of some customers better than anyone else
Marketing Role correct answers Be "need" not product focused
examples: Smith Corona, American Trap Co., Blockbuster
Marketing role correct answers Insufficient "just" to satisfy needs
example: Swiffer, Grill Glove
marketing role correct answers Satisfy all their needs
example: Diet Beer
marketing role correct answers Do not attempt to satisfy everyone with one solution.
example: Egg McMuffin, Curves
, motivation correct answers The driving force within individuals that impels them to take action
in order to satisfy a need.
Customer Motivation Problems correct answers Why customers do not take action to fill their
needs
i.e. why they stay out of markets.
Customer Motivation Problems correct answers 1. Customer forgets about their need.
Strategy - Remind customers of their need
examples: Hallmark, Dentists, Jet Dry, Car Fax
Customer Motivation Problems correct answers 2. Customer lacks the motivation to fill their
need.
Strategy - Increase Customer Tension
examples: Ziebart, Scope, Orkin, Allstate
Customer Motivation Problems correct answers 3. Customer is not aware of an effective solution
to their need.
Strategy -Suggest an action customers can take
examples: Wrigleys, Arm & Hammer, Excedrin Migraine
motivational energy correct answers The extent to which the customer is motivated to take action
to fill their need.
related to need strength
Primary demand
Customer fails to take action, does not enter your market
motivational direction correct answers The action(s) the customer takes to fill their need
related to wants
Secondary demand
Customer buys from your competitor rather than you
needs correct answers create value
produces solutions that meet the needs of a segment of customers better than competition
*Product/service development
pricing
benefit segmentation
perceptions and attitudes correct answers sell value
get targeted customers to perceive that your solution meets their needs better than the
competitions' solutions
*Promotion
Packaging
Pricing
Branding
Positioning
purchase correct answers deliver value
acquire orders from customers and fulfill these orders to the customers' satisfaction
*Distribution
*Pricing
Customer service
marketing role correct answers create wants
ex: satisfy the needs of some customers better than anyone else
Marketing Role correct answers Be "need" not product focused
examples: Smith Corona, American Trap Co., Blockbuster
Marketing role correct answers Insufficient "just" to satisfy needs
example: Swiffer, Grill Glove
marketing role correct answers Satisfy all their needs
example: Diet Beer
marketing role correct answers Do not attempt to satisfy everyone with one solution.
example: Egg McMuffin, Curves
, motivation correct answers The driving force within individuals that impels them to take action
in order to satisfy a need.
Customer Motivation Problems correct answers Why customers do not take action to fill their
needs
i.e. why they stay out of markets.
Customer Motivation Problems correct answers 1. Customer forgets about their need.
Strategy - Remind customers of their need
examples: Hallmark, Dentists, Jet Dry, Car Fax
Customer Motivation Problems correct answers 2. Customer lacks the motivation to fill their
need.
Strategy - Increase Customer Tension
examples: Ziebart, Scope, Orkin, Allstate
Customer Motivation Problems correct answers 3. Customer is not aware of an effective solution
to their need.
Strategy -Suggest an action customers can take
examples: Wrigleys, Arm & Hammer, Excedrin Migraine
motivational energy correct answers The extent to which the customer is motivated to take action
to fill their need.
related to need strength
Primary demand
Customer fails to take action, does not enter your market
motivational direction correct answers The action(s) the customer takes to fill their need
related to wants
Secondary demand
Customer buys from your competitor rather than you
