Comm 384 exam 1+2

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During class discussion your instructor stated he employed the following questions during his meeting with the blaisdell foundation

Discovery Questions

your instructor's first sales raining series in radio was entitled

GO TIGER GO

The goal of the for min elevator speech to:

Help overcome the fear of public speaking

ESPN next round of lay offs is going to include on air personalities these lay offs are necessary since ESPN is schedule to lose the following amount in 2017

1 billion

It was highlighted that business need to focus on the cold calling process to replace lost business during the year and to cultivate new prospective clients. What % of business is lost annually buy a business and or sales person every year?

20%

To secure funding during the sales process for Time to Heal your instructor employed the following to succeed

4 min elevator speech, as well as, a complete video for prospective clients to view

It took your instructor this length of time to prospect and close the 150,000 gift from zippo for time to heal

7 months

Order up was started by a group of psu students these students sold it for

85 million

In order to be successful in sales and life, you need a plan. That plan is called?

AESKOPP

four steps in the money machine: Accounts prospects , pending and

Accounts

As highlighted and discussed in chapter 7, which of the following is NOT a trait of a world class listener

Ask questions regarding religion and politics

During his class presentation, Dan balton stated one needs to do these 2 things while pursing a degree while in school

Be involved with extracurricular activities and constantly network

In chapter 5 on the subject of goals, which is not part of the MADCUD formula

Consistent with your goal, but not the company

One way of improving your emotinal intelligence is

Controlling your impulses improving your communication and listening skills develop a positive, optimistic outlook

Discussed in class these are two things people fear most

Death and Public Speaking

this term describes the "capacity for recognizing our own feelings and those of others, for motivating ourselves, and for managing emotions well in ourselves and in our relationships"

Emotional Intelligence

During joleen hidmans presentation stated one must get yes which allow you to move on and not waste anyones time. this is true for work teams, and personal relationship

False

What does FUD stand for

Fear, Uncertainly, and Doubt

This Dan Balton project is the one your instructor secured a 15,000 commitment in funding to produce a full season

Metronome

Class discussion on both chapter 5 and chapter 6, your instructor had a goal of 100,000 to raise for the WPSU_TV documentary: Time to heal the following describe the 100,00 goal

Moderately Diffcult equals peak motivation

Which was not part of Bob beaurys presentation to the class

Never take no for an answer keep pushing forward

Actions Not outcomes, Eliminate the clutter, define your standard and be consistent plus the past is past are four steps of success from the following

Nick Saban

Class discussion on chapter 3 there are three general types of ethics

Organization, Companies, and professionals

T/F maturity may affect ones emotional intelligence

TRUE

Start the presentation with the first slide of the clients logo list the prospects marketing and advertising goals plus list the advantages of your solutions are three steps from

The checklist for customized solution based presentations

Chapter 3: is it legal Is it fair, what does my conscious say are known as

The ethic check

The 3 assumptions in chapter 2 are 1) people are complex and basically trustworthy 2) selling is a worthy craft and 3)

The media are highly visible, important and under attack

Guest Speaker Bob Beaury stated Dr. Barorn has instituted the following a key initiative at psu

To nurture entrepreneurialism through invent penn state

True or False: Emotional intelligence is more important than your IQ?

True

Chapter 5: to be successful, media sales require a successful attitude; which of the following is not part of successful attitude:

Try to win at all costs

From the article "Why twitter has fallen into trouble", a key reason for their failure

Twitters president over promised and under delivered to both their customers and their advertising community

Perceived value formula the following company was rated the best value in this category by the class

WAWA

When meeting with clients one should not employ the following

closed ended questions

this function fuels the relationship and keeps it going

communication

The purpose of a business is to:

create Customers

When presenting a proposal to a group one needs to

eye contact with everyone in the room make more eye contact with the key decision maker

In todays world of social media, who has more subscribers

facebook

"respect in the presence of feelings" "problem solving can wait until mutual understanding is achieved" are two examples from:

five principles of ethical persuasion

The purpose of a sales department is to

generate Revenue

when presenting a proposal to a client one must always use the KISS principle. KISS stand for the following

keep it simple and short

Prospecting is the opportunity to

make a proposal

Peter Ducker stated a business has 2 enterprises, those basic functions are:

marketing and innovation

The ultimate goal of the communication process is

mutual trust

your instructor stated he employed the communication process during his initial meeting with the blaisdell foundation at the end of the meeting the following was achieved

mutual trust

When presenting a proposal to a prospective client one should

never take no from someone who cannot say yes

As highlighted in class, the following is the most common word/phrase one will hear if they pursue in sales

no

Two topics that you never discuss during a sales call are

politics and Religion

Order up was started by a group of psu students with the following goal in mind

raise more money for a better spring break vacation

As discussed in class never do this in anger

send an email, text or tweet

Which of the following events did Dan Balton NOT participate in:

side line production assistant for the NFL

Discussion on the perceived value formula Who determines R (result)

your client


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