This YouTube video identifies 3 characteristics of database marketing. It is presented within a business-to-business context.
- According to the video, what are the 3 characteristics of successful database marketing programs?
- Why is it important to identify the ideal prospect before developing the database?
- Explain why the second and third characteristics are important and how they are developed in a database marketing program.
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.
- Based on the first video, what are the seven steps in the selling process?
- 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.
- Based on the second video, what are the 5 reasons customers do not buy?
- Explain how to overcome the 5 reasons customers don’t buy presented in the second video.
- 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?
- 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?