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Highlight the difference between traditional organization chart and modern customer oriented organization chart. 2. Explain: a.) Customer Delivered Value b.) Total customer value c.) Total customer cost 3. Explain: a.) Basic marketing b.) Reactive marketing c.) Accountable marketing d.) Proactive marketing e.) Partnership marketing 4. Draw and explain BCG (Boston Consulting Group) Model. 5. You are asked to write a marketing plan. What will be the major headings under which you will divide the whole plan? 6. What are the qualities of good marketing research? 6. Differentitate between potential market and available market. 7. Explain the difference between trend and fad. 8. Explain the following abbreviations used for target market: a.) SKIPPIES b.) MOBYS c.) DINKS d.) DEWKS e.) PUPPIES f.) WOOFS 9. What are the major factors influencing the buying behaviour? 10. What are the various stages of buying decision process? 11. Differentiate between business market and consumer market. 12. Explain: a.) Straight rebuy b.) Modified rebuy c.) Systems buying 13. What are the various oraganizational factors influencing the business buyers? 14. What is insitutional selling? 15. Explain: a.) Pure Monopoly b.) Oligopoly c.) Monopolisitic competition
d.) Pure competition 16. What is a strategic group? 17. Explain following types of competitors: a.) Laid-back competitor b.) Selective competitor c.) Tiger competitor d.) Stochastic competitor
18. List the steps you will take while designing your competitive intelligence system. 19. What is a competitor centered company? What are its main features? 20. What is a customer centered company? What are its main features? 21. Explain: a.) Mass marketing b.) Mass marketing 22. What are the benefits of segment marketing over mass marketing? 23. Explain the approach you will take for market segmentation. What major segmentation variables will you use? 24. What are the characteristics of effectively segmented market? 25. What is megamarketing approach? 26. Differentiate between identity and image. 27. What are the different positioning strategies used by companies? 28. What steps will you pass through while developing a new product? 29. What are the various methods for the test marketing of consumer goods? 30. What are the different stages in consumer adoption process?
Can You Tell Me About a Successful Marketing Campaign You Helped Develop?
This helps you gauge the candidate's true level of experience regarding developing and implementing marketing concepts. The candidate should be able to take you through the marketing process, from the idea stage to when the marketing program actually hit the streets. You could also ask her what problems she incurred along the way and how she dealt with them successfully. Related Reading: Questions to Ask During a Sales Call
Salespeople are constantly forced to overcome objections to make a sale. A successful salesperson should have no problem providing examples of times when he had to leap a major hurdle, such as having higher prices than a competitor, but was still able to gain the business. A follow-up question could involve asking what the candidate perceives as a major objection to selling your products and how he would overcome it.
Asking sales what scares them about competitors can help identify marketing blindspots.
9. What are the two or three things that marketing should stop doing? If a certain tactic isnt delivering the goods, why keep doing it? Have the reps name underperforming programs so you can cut the chord and move on. 10. What are the top three things that keep you up at night in terms of your competition? Sometimes reps can get spooked and reactive when a competitor makes a move. Instead of focusing on short-term reactions, ask your reps to focus on the big strategies competitors employ time and time again. 11. What can we do to improve your access to and use of contact data? Sales reps need data. They need to know leads prospects needs, buying actionstheir digital body language. Find out how you can improve the flow of this information between teams. 12.What are the top two to three areas where our current messaging works really well for you? Marketing is the messaging apparatus for the entire organization. Salespeople can usually tell you what messages are actually resonating and whats falling flat. 13.What are the top three things that marketing can do to leverage our alliances and partnerships in order to sell more? Many times your organization will have great partnerships in place that arent being tapped into. By asking sales, you can identify opportunities to drive more value out these alliances. Asking sales reps about their needs in a focused manner can dramatically increase marketings overall value to the business. Just make you sure you adopt the right approach. And for more detailed tips download our
on average to get your product in front of the decision maker at the leads company? Its critical to develop a strong understanding of exactly how your sales team works your leads. That knowledge should be used as the foundation of your strategy, and it will prove immensely valuable for increasing your marketing effectiveness, since you'll have a better understanding of how you can create marketing campaigns that complement -not counteract -- the sales process.
3) Are there specific marketing offers that signify a particularly strong or weak lead?
This one goes along with number two, but it will give you a narrower focus on the actual content youre using to generate leads. Lets say youre creating ebooks and hosting webinars as part of your lead generation strategy. Are leads more likely to convert into customers if they downloaded an ebook or attended a webinar? What about if the ebook was intended to teach readers about your specific product versus a facet of the broader industry? You should already be tracking this data so you can analyze your marketing offers to know which ones convert at what rates, but you may also find that your sales reps can provide additional insight into which offer topics and formats work best. Ask them which types of conversion events they like to see when they decide which leads to call. Are there any offers that make it particularly difficult or awkward for them to start a
conversation? Use this feedback to make your offers stronger so you can generate the kinds of quality leads that your sales team likes to work.
4) Do leads typically have the right expectations about what theyre getting?
Messaging is a core part of marketing. You need to make sure youre setting expectations correctly. Check with your sales reps to see if the leads theyre calling actually know why the rep is getting in touch with them in the first place. Are they aware that theyve requested a demo of your product? Maybe your calls-to-action are unclear. Maybe your landing page copy needs rewriting, or your email subject lines are misleading. If youre sending your sales team leads that didnt intend to sign up for a free trial, and a rep calls them, saying, I see youve requested a free trial, not only is that embarrassing, but youre also wasting your reps valuable time.
5) What is the number one thing leads like and dislike most about our offers?
Are your reps conducting demos of your product? Providing free trials? Maybe assessments of some sort? Find out how these offers are performing from the reps perspective, and ask your reps to shed some light on how helpful these offers are from their leads perspectives, too. What do people enjoy most about the demo or assessment? How valuable are they finding your ebooks, webinars, or other downloadable content? What are a few pieces of criticism the rep has received? Understanding what your leads do and don't like about your marketing offers will help you improve both their format and delivery, as well as your ability to effectively position these on the marketing side.
why those leads were not ready to buy. Lets say the top 3 reasons are budget, timing, and not seeing the value of your product. Thats extremelyvaluable information to you as a marketer, because now you can segment those leads accordingly and target your nurturing campaigns to address their specific pain points. The more effectively you can nurture these leads, the more effectively you can get them to be sales ready and hand them back to your reps to close.
comfortable. It is very important that you remember all of the information in your resume since you will need to go over it eventually. Be sure to know every single detail in your resume. This includes dates, tasks performed, title, etc. Knowing your resume well will help you answer a good chunk of internship interview questions. Other questions you can prepare for include personality type questions. Remember not to be a drag. Your chronological work history should be as brief as possible. After that, focus on your strengths. Good answer: I am really enthusiastic and passionate about the work I do. After two years of experience in the same field, it enabled me to boost my confidence
Your internship interview may include several other similar general questions that address issues such as your work experience, academic background etc. However, many interviewers may also look to test your presence of mind and ask some questions that may be rather tricky to answer. Below are several of them.
Are you willing to jump into a project that does not interest you at all?
This, again, can be quite a tricky question. On the one hand, you need to convince your employer about your love for the job. On the other, you can show lack of excitement and enthusiasm to be working in a company you pick. At this time, you must respond positively and show the willingness to pick up any project as long as it gets you closer to getting better at your dream job. Many of these seemingly uninteresting projects may also teach you a lot and expressing this understanding about projects that do not interest you will surely earn you a positive response.
Good answer: I am a very determined person. Combining my passion and what Ive learned in school, I am confident in my abilities to contribute positively to the image and reputation of the company. I am an expert when it comes to computer software which means I can work more efficiently