MKT 420- Marketing Analytics, Consumer Behavior, Personal Selling,
CRM Strategy, STP Segmentation Targeting Positioning, SWOT
Analysis, BCG Matrix, Customer Journey Mapping, Digital Media
Strategy, Data Privacy, KPI Measurement Models, Website Analytics,
Organic Search Optimization, Sales Management, Supply Chain
Logistics, Value Proposition Design, Buyer Decision Process,
Psychographic Behavioral Segmentation, Business Markets B2B B2C,
Relationship Marketing, Customer Lifetime Value CLV, Competitive
Intelligence, Go-To-Market Strategy, Tag Management Systems,
Attribution Modeling, Perceptual Mapping, Brand Strategy, Product
Mix Strategy, Pricing Strategy, Distribution Channels, Integrated
Marketing Communications IMC, Marketing Research Methods,
Strategic Planning Framework Exam Questions Verified and Provided
with Complete A+ Graded Rationales Latest Updated 2026
Personal Selling
"The phenomenon of human-driven interaction between and within individuals/organizations in
order to bring about economic exchange within a value-creation context."
Not just about what a seller does, but rather the interaction between sellers and buyers that
makes this work.
,Value
The total benefit that the seller's products and services provide to the buyer.
Customer Value Proposition (CVP)
Collection of buyer-specific benefits.
Dynamic, evolving as time goes on and depends on the context of the situation.
Personal Value Equation
Benefits received - (selling price + time and effort to purchase)
Go-to-market strategies
Companies have many options in how they can approach customers as they add value, and the
various methods are called _______.
Examples include: selling through the internet, field sales reps, business partners, resellers,
manufacturer agents, franchises, and telemarketers.
Customer Lifetime Value
Selling firms determine which go-to-market strategy to use for each customer based on such
factors as the estimated value of customer over the lifetime of the relationship.
, Sales force-intensive organizations
Organizations whose go-to-market strategies rely heavily on salespeople.
Multichannel Strategy
Some firms use several go-to-market strategies at the same time.
Ex: Motorola uses the Internet for very small customers, telemarketers for midsized customers
and a field sales force for large, important customers.
Integrated Marketing Communications
Communication programs that coordinate the use of various vehicles to maximize the total
impact of the programs on customers.
Customer-centric
Making the customer the center of everything the salesperson does. Salespeople help
customers identify problems, offering information about potential solutions and providing after-
sale service to ensure long-term satisfaction.
24/7 Service
Buyers are demanding this out of firms to be available at all times.
CRM Strategy, STP Segmentation Targeting Positioning, SWOT
Analysis, BCG Matrix, Customer Journey Mapping, Digital Media
Strategy, Data Privacy, KPI Measurement Models, Website Analytics,
Organic Search Optimization, Sales Management, Supply Chain
Logistics, Value Proposition Design, Buyer Decision Process,
Psychographic Behavioral Segmentation, Business Markets B2B B2C,
Relationship Marketing, Customer Lifetime Value CLV, Competitive
Intelligence, Go-To-Market Strategy, Tag Management Systems,
Attribution Modeling, Perceptual Mapping, Brand Strategy, Product
Mix Strategy, Pricing Strategy, Distribution Channels, Integrated
Marketing Communications IMC, Marketing Research Methods,
Strategic Planning Framework Exam Questions Verified and Provided
with Complete A+ Graded Rationales Latest Updated 2026
Personal Selling
"The phenomenon of human-driven interaction between and within individuals/organizations in
order to bring about economic exchange within a value-creation context."
Not just about what a seller does, but rather the interaction between sellers and buyers that
makes this work.
,Value
The total benefit that the seller's products and services provide to the buyer.
Customer Value Proposition (CVP)
Collection of buyer-specific benefits.
Dynamic, evolving as time goes on and depends on the context of the situation.
Personal Value Equation
Benefits received - (selling price + time and effort to purchase)
Go-to-market strategies
Companies have many options in how they can approach customers as they add value, and the
various methods are called _______.
Examples include: selling through the internet, field sales reps, business partners, resellers,
manufacturer agents, franchises, and telemarketers.
Customer Lifetime Value
Selling firms determine which go-to-market strategy to use for each customer based on such
factors as the estimated value of customer over the lifetime of the relationship.
, Sales force-intensive organizations
Organizations whose go-to-market strategies rely heavily on salespeople.
Multichannel Strategy
Some firms use several go-to-market strategies at the same time.
Ex: Motorola uses the Internet for very small customers, telemarketers for midsized customers
and a field sales force for large, important customers.
Integrated Marketing Communications
Communication programs that coordinate the use of various vehicles to maximize the total
impact of the programs on customers.
Customer-centric
Making the customer the center of everything the salesperson does. Salespeople help
customers identify problems, offering information about potential solutions and providing after-
sale service to ensure long-term satisfaction.
24/7 Service
Buyers are demanding this out of firms to be available at all times.
