BUS 497 Week 5 DQ

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Question 1

Not all, organizations use sales people for personal communications with customers and prospective customers

A company selling heavy earth-moving equipment to construction companies

Question 2

E-marketing should bring convergence between the internet and traditional channels of communication.

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BUS 497 Week 5 DQ

BUS 497 Week 5 DQ

Question 1

Not all, organizations use sales people for personal communications with customers and prospective customers

A company selling heavy earth-moving equipment to construction companies

The Sales people are responsible for generating new revenue in retail equipment sales, offer services to existing equipment customers as well as identifying and winning new business (Kerin, 2012).

They offer after-sale services as a technique to keep the new products selling

The sales people in these companies provide customers with advice on how to improve the utilization of machines and contact them to recommend parts replacement and maintenance.

An airline offering promotional programs to company human resources department

This category of business organization does not necessarily need sales people for direct communication. Many people nowadays usually join frequent airline clubs or sign up for emailed airline newsletters. Increasingly, this is a method airlines are using to offer the best air services to clients. Travelers who join these flier clubs or at least subscribe to airline announcements by email receive the codes and receive the lower fares (“Kotler & Philip”, n.d).

A clothing retailer at the local mall

Retail sales workers are important and should have good communication skills. They should identify a customer’s needs and match them up with the right product and also;

  • Greeting customers and asking questions which will determine their needs.
  • Promoting ongoing sales, and ensuring that customers are familiar with exchange policies

Question 2

E-marketing should bring convergence between the internet and traditional channels of communication. Technology should enable the customers to control when, where and how they want to do business with the bank, and will enable the customer-contact team members the ability to quickly access the information they need (Buttle, 2001).

E-marketing should bring convergence between the internet and traditional channels of communication. Technology should enable the customers to control when, where and how they want to do business with the bank, and will enable the customer-contact team members the ability to quickly access the information they need (Buttle, 2001).

E-marketing will also enable the bank to predict the next products their customers will most likely need based on account balances, life events and transaction history. Technology is also essential for cross-selling, targeted marketing, and protecting confidential information about the customers (Buttle, 2001).

Internet marketing ensures that products are offered to customers in ways that are most convenient to them.

Customer relationship management technology enables Information about the customer to be stored in databases, the bank will later analyze that data, pull out customer preferences and they can determine their behavior from there (Buttle, 2001).

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