Category Archives: Chapter15

Database Marketing (Chapter 15)

This YouTube video identifies 3 characteristics of database marketing. It is presented within a business-to-business context.

Discussion Questions:

  1. According to the video, what are the 3 characteristics of successful database marketing programs?
  2. Why is it important to identify the ideal prospect before developing the database?
  3. Explain why the second and third characteristics are important and how they are developed in a database marketing program.

Personal Selling (Chapter 15)

Personal selling is one of the primary topics of Chapter 15. Here are a couple of videos that you can use with the chapter and a link to Victor Antonio’s YouTube channel.

Discussion Questions:

  1. Based on the first video, what are the seven steps in the selling process?
  2. From the first video, discuss what occurs in each step of the selling process. Apply it to a company selling restaurant supplies to a restaurant.
  3. Based on the second video, what are the 5 reasons customers do not buy?
  4. Explain how to overcome the 5 reasons customers don’t buy presented in the second video.
  5. Go to Victor Antonio’s YouTube channel. Describe the types of videos available on his channel. Why would he post all of these videos on YouTube?
  6. Pick one of the videos on Victor Antonio’s YouTube channel. Summarize the message in the video. If you were a salesperson calling on floral shops (1st video), how could you use this information?