Foundations of Generative AI Midterm

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What is an informational interview?

"Coffee chat" to direct the "interview" to ask questions about their educational and career path, current or past positions, and the industry or field they are in

Customer mindset

"What's in it for them?" Internal customer focus = team members are internal customers Customer needs first Feedback and improvement

Harvard negotiation model

4 principles: separate people from problems, focus on interests, multiple options, use objective criteria Avoids the win-lose, lose-win, compromise, lose-lose, win-win scenarios

How much time does arecruiter/hiringmanager spendreviewing a resume?

6-8 seconds

Ethical considerations

AI biases (source data), human oversight (validity), data privacy, and devil's advocate

What is Gen AI?

AI systems capable of creating new content based on patterns learned from existing data

Chain-of-thought prompts

AI to"think aloud" and detail reasoning steps before final output

Model: Customer-centric approach

Active listening, data-driven insights using customer interests, customer-first culture putting customer at the center

Claude Sonnet

Advanced reasoning, coding assistance, data analysis

Value-based communication - key elements to contemporary selling

Articulating clear benefits and ROI

Proactive follow-up - key elements to contemporary selling

Maintain ongoing relationships

Additional negotiation concepts

Midpoint rule, lowballing, competition

Evaluators

More data orientated person who provides recommendations, analyses, and risks Ex: friend with allergies/restaurant pickiness

ChatGPT overview

NLP, content generation, problem-solving

Resume sections

Name, education, headers, context, skills section

Price-driven strategy

Offer lowest possible prices to attract cost-consicous customers Ex: generic-brand medications; private labels

Decision-making roles

Owner, evaluators, implementors

Competition

Play competition off of each other (or even perception)

Negotiating win-win solutions

Prepare/plan, anticipate, no negativity, listen and validate customer concerns, value the value proposititon

Transactional selling

Price-driven with ST customer engagement and limited post-sale follow-up

Meta prompting

Process of creating prompts that tell AI to generate its own chain-of-thought reasoning

Product VS. College marketing

Product decisions = shorter and sells a tangible product College decisions = longer and sells an intangible promise, engaging with stakeholders

Marketing Mix (4Ps_

Product, price, place, promotion

Ex of marketing mix: college marketing

Product: education Price: tuition/fees Place: location Promotion: marketing, brochures, social media

Marketing Goals (Reddit)

Reach and impression & engagement

Perplexity

Real-time web searching, research, data synthesis

What is networking?

Relationship building

Customer concerns - do I trust your company

Relationships based on respect / trust and how to handle pre-exisiting relationships with other suppliers

Context - prompt engineering

Relevant background information and context to guide AI Ex: xyz needs to be done/presented/written

Value creators

Sales people relate to the customer or tag team selling (bad cop, good cop) = CREATE VALUE

Drawing a scope map

Scope changes map (always start with scope)

Product marketing

Selling tangible goods with clear value by focusing on features and benefits

College marketing

Selling transformative educational experiences by building LT trust

Give and take

Sharing risks and benefits between client and company

Unique selling proposition (USP)

Something unique to the business like customer service priority

Anchoring

Starting point of ideal buyer WTP

Market segmentation

Strategic dividing of a massive market into specific consumer groups using demographic precision to gain a deeper understanding of consumer psychographic insights Ex (splitting): demographics, geographics, psychographics, behavioral

Sales management

Strategic team development (sales techniques), performance management (metrics), AI integration and training, compensation structure (incentives)

Targeting

Strategically selecting target audience through demographic tailoring dependent on assessment potential with brand LT marketing objectives

Foundations of business strategy

Strategy planning, SWOT, AI in market analysis

SWOT

Strengths, weaknesses, opportunities, threats

Decision mapping

Structured framework for analyzing and navigating complex business decisions to foster a SYSTEMATIC APPROACH

Targeting (Reddit)

Subreddits, interests, location

CustomGPTs

Tailored version of GPT designed to handle specific tasks or domains Helps bridge the gaps between generic AI responses and domain-specific expertise

6 components of prompt engineering

Task, context, exemplars, persona, format, and tone CT FE(e)T P(ic)

Hierarchical

Traditional, top down structure (pyramid) Structure: CEO/manager to supervisors to entry-level Ex: Microsoft

Leadership styles

Transformational: motivational Transactional: clear rewards/consequences Servant: well-being of employees Autocratic: centralized decision-making with strict controls

Focus on interests, not positions -harvard model negotiation

Understand the needs, desires, fears, and concerns of both parties

Value Creation (B2B)

Understanding total cost and creating lasting value -- total investments beyond price

How to meta prompt

Use ChatGPT-o3 model to create a CoT prompt and use ChatGPT-4o to attach and process files

Strategic prospecting - key elements to contemporary selling

Using data to identify high-potential customers

Scope of decisions

Vision, mission, strategy, goals, and objectives

Features

What "it" does = all about the business

Benefits

What "it" does for the customer = what the customers care more about "...so you can..." model

Collaborative negotiation - key elements to contemporary selling

Win-win solutions

ZOPA

Zone of possible agreement; Overlap in interests in a negotiation for the deal to occur Range where both parties could reach an agreement = range of max buyer WTP and lowest seller WTS Shifts perception of zone through anchoring

Format - prompt engineering

desired format of the output Ex: give this to me in table format, write me a report...

NotebookLM

organize and analyze data, generate insights, audio overviews

Tone - prompt engineering

set the tone for the content Ex: professional, informal

Lowballing

version of anchoring = lower ZOPA = benefit buyer, hurt seller

External customer

Customers = LT strategic assets Customer lifetime value over time, strategic partnerships for value-added solutions, and relationship investment (Needs, challenges, and growth opportunities)

Owners

Decision authority and accountability, makes the final decision responsible for outcomes Decides overall scope Ex: friend who initiates dinner plans

Task - prompt engineering

Define the specific task for AI to perform Ex: do xyz

Use objective criteria -harvard model negotiation

Develop a criteria that a solution or condition must fulfill

Competitive advantage

Differentiate company or service

Why meta prompting?

Efficient, customizable, and transparent

Value-driven strategy

Emphasize premium value through quality, service, and customer experience Ex: name-brand medications; luxury goods

Social media metrics

Engagement/rates: internal (awareness, community) Awareness: impressions (posts) and reach (people) ROI: CTR, social referrals (channels), conversion rate (sales)

Consultative closing - key elements to contemporary selling

Ensure alignment with customer needs This is NOT hard closing

Exemplar - prompt engineering

Examples of desired output Ex: do something to create a product such as....

Implementors

Executes and carries out the decision Ex: friend who makes the reservation

Social media's role in marketing

Expansive audience reach, direct engagement, community platform Consists of storytelling, influencer, engagement, and achievements (in some cases)

Internal types of sales

Features and benefits internally with investors

Example of features and benefits: Skidmore College

Features: campus, small class size, college town, liberal arts, business program Benefits: near Saratoga Springs, one-on-one relationships, education quality

Flat

Few management layers Structure: enables rapid decision-making Ex: Netflix

Separate the person from the problem - harvard model negotiation

Focus on the issues at hand and understand where the person is coming from like they are your partner

Marketing content (Reddit)

Focused on engaging users, using native content and articles

Resume basics

Formatting: clean, all the same, one page, consistent

Organizational structures

Framework defining how a company is organized and how its different department interacts

Types of organizational structures

Functional, divisional, hierarchical, matrix, flat. and network

Creating value beyond price discounting (Dunder Mifflin)

Give and take, USP, value creators, competitive advantage

Methods of negotiation

Harvard model, BATNA

Multiple options -harvard model negotiation

Have various solutions before deciding what to do

Persona - prompt engineering

How AI should behave as a persona for generated content Ex: act as a/you are a expert in...

Customer concerns - do I need your product?

Identify customer needs, match product solutions, and ensure satisfaction

Internal VS. External environment

Internal = company factors (culture, resources) External = environmental factors (competition, trends)

Relationship selling

LT partnerships with value-driven solutions and regular follow-ups/ongoing engagement Ex: pre-launch partnerships, exclusive access, regular performance reviews

Brand strategy

LT plan to develop brand identity and emotional connections by focusing on brand values

Marketing strategy

LT plan to reach and persuade target audience by segmenting and categorizing different needs and wants

External types of sales

LT relationships with LT sales cycles OR ST word of mouth/eat what you kill relationships

BATNA

Best alternative to a negotiated agreement; Alternative after the walkaway point where the deal dies (max buyer WTP or min seller WTS)

Midpont rule

Best predictor of

Branding VS. Marketing

Brand = promise and trajectory/big picture (macro - What is that promise and why? Marketing = promise to an audience (how) and tactics (micro)

Positioning

Brand differentiation through strategic messaging to articulate consumer value proposition

What are the different AI tools?

ChatGPT, Claude, Perplexity, Notebook LM

Selling with features and benefits

Communicating the real value on why a customer should care = focusing on benefits too not just features

3 Cs in an AI leadership lens

Consumer trends, competitive innovation, channel/customer evolution

Future of AI in business

Continuous learning, job roles, AI-human collabs, multimodal AI

How can ZOPA increase without adjusting the price?

Could increase in marketing = max buyer WTP increases because seller increased investment into marketing

Matrix

Cross-functional teams with multiple reporting relationships Structure: CEO to manager to different departments Ex: Starbucks and Amazon


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