Comm 384 exam 1+2
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
"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