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mkt 441 Final Notes

by: Emily Rose

mkt 441 Final Notes 441

Emily Rose

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About this Document

These notes cover what's going to be on the next exam.
Sales Force Automation
Dr. Vince Howe
Study Guide
Marketing, sales, Force, Automation, CRM, 441
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This 2 page Study Guide was uploaded by Emily Rose on Friday April 29, 2016. The Study Guide belongs to 441 at University of North Carolina - Wilmington taught by Dr. Vince Howe in Spring 2016. Since its upload, it has received 21 views. For similar materials see Sales Force Automation in Marketing at University of North Carolina - Wilmington.


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Date Created: 04/29/16
April 11, 2016 Why does MKT Auto Fail? —> MKT Auto is NOT a vacuum  Sales force automation­ requires sales reps to follow a process Strategies with final paper­ reduce down, specify for company (AMAZON) **Simplify persona for Amazon, focus on one industry work flow­ time­based, sending emails out x amount of times a month, turning “cold”  leads to “hot” leads ­nurturing, engaging, with product, strike, key to conversion, one thing that gets  customers to buy (ex. going on a tour, free incentive) “right message at the right time”  ­sequence, building ­CTA, connected  **MKT AUTO Info For Exam: ­ALL discussed in Marketo Definitive guide  ­Increasing ROI­ holding costs, reducing admin costs, overhead, increasing productivity  of admin  ­MKT auto is NOT a competitive advantage, but the cost of doing business, the market is  saturated, people without CRM systems are not doing as well ­Small to medium size businesses­ understanding mkt auto, social media, to boost sales  for companies­ where the money is for grads  ­content pieces for mkt auto­ white pages, blogs  3 BENEFITS TO MKT AUTO: ­save time and money, measure and optimize mkt investments, faster revenue growth AGILITY ­ key word  ­general contractor, responding quickly to changing mkt demands, acting and reacting,  being proactive  greatest ability to prove your need to be agile­ feedback, customer information,  engaging with customer, 2­way form of communication  ­intermediary  ­sales reps time­ triggering sales presentation to the client, take airfare into account,  tracking  ­integrated pipeline (definitive guide)  ­Funnel  4­20­16 ­Influencer strategy­ social media strategy product development ­User group­ ex. UNCW Ambassadors  ­ID lead users/influencers because they are trusted by others, valued, questions are being  asked back and forth, critical in helping improve products/services ­paying them to maintain/write blogs and newsletters **Linked In Parts 2 and 3, short answer on final exam 


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