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50 Ways To Market Smarter - Quiz
Whether you're executive management
in a large corporation or a one person company, there are certain
sales and marketing processes that, when in place, will help
you improve the profits of your organization. The following "50
Ways To Market Smarter" Quiz offers some insight into some
of the most valuable of these processes.
Take the quiz. Be honest -- it is for your eyes only and the
answers will help you determine what aspects of your sales and
marketing functions are working well and which areas need improvement.
If you don't understand a question or any of the terms used in
the question, mark it "no". If you can say "yes"
to the question, you're probably doing OK in that area.
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Marketing |
YES |
NO |
1. Do you regularly test and quantify
different: Details
Distribution strategies or tactics? |
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Advertising strategies or tactics? |
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Sales strategies or tactics? |
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2. Would you hire a marketing consultant
or advertising agency
that did not have experience in your industry? Details |
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3. Are new ideas and products test
marketed before introduction? Details |
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Advertising and Public
Relations
4. Do you have an advertising
plan? Details
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5. Is your company's identity program
used consistently? Details |
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6. Does all of your company's advertising
reflect your USP? Details |
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7. Do you quantify the results of
each ad? Details |
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8. Do you test the components of
each ad? Details |
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9. Do you increase your advertising
in times of recession? Details |
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10. Do you believe that advertising
can increase profits? Details |
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11. When you buy media, do you do
so based on the demographic and psychographic profile of its
audience? Details |
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12. Do you have a clearly defined
objective for every ad or campaign? Details |
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13. Do advertising schedules incorporate
multiple contacts with the same target? Details |
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14. Do you regularly study your
competitor's advertising? Details |
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15. Do you regularly study advertising
techniques so you can eliminate known causes of failure? Details |
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16. Do you get the results you think
you should from your advertising? % of business from advertising
% Details |
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17. Do you regularly seek new avenues
of advertising? Details |
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18. Do you regularly issue press
releases regarding organization events? Details |
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19. Does your press list include
industry influentials? Details |
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20. Are press releases regularly
sent to key prospects and customers? Details |
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21. Do you encourage networking
among sales staff? Details |
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22. Have you instructed your staff
how to network successfully? Details |
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Sales
23. Have your salespeople been
profiled to determine their sales
attributes and training needs? Details |
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24. Do you provide regular sales
training? Details |
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25. Do your salespeople use scripted
presentations? Details |
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26. Do you regularly track sales
closing ratios? Details |
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27. Do you know exactly how many
calls, on average, it takes to make a sale? Details |
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28. Do you know how long your sales
cycle is? Details |
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29. Do you provide your sales people
with a defined and tested
prospecting method? Details |
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30. Do you provide your sales people
with a defined follow-up procedure? Details |
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31. Are sales managers educated
on successful sales strategies? Details |
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32. Is all prospecting material,
correspondence, and ad copy approved by top management? Details |
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33. Is all follow-up correspondence
approved by management? Details |
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34. Do you have a customer call-back
system in place? Details |
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35. Must your sales people report
their activities regularly? Details |
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36. Does management provide your
sales people with leads? Details |
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37. Do all inquiries receive a response
within 48 hours? Details |
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38. Do you know the disposition
of every inquiry within 48 hours of the inquiry? Details |
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39. Do you know precisely what it
costs to generate an inquiry? Details |
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40. Do you know precisely what it
costs to make a sale? Details |
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41. Is the productivity of each
sales person tracked regularly? Details |
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42. Are salespeople compensated
on a commission/bonus system based on productivity? Details |
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43. Does management regularly perform
post sales call audits? Details |
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44. Does management occasionally
accompany sales staff on sales calls? Details |
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45. Do you track account activity?
Details |
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46. Are management reports generated
and used to help fine tune sales programs? Details |
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47. Are sales aids (brochures, ads,
literature, videos, etc.) created by trained professionals? Details |
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48. Do you attend 2 or more
marketing seminar(s) per year? Details |
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49. Do you thoroughly read
at least 1 marketing periodical every month? Details |
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50. Do you read at least 4
marketing related books per year? Details |
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