Tag Archive | Marketing

Mrkt 4160 E-Portfolio: Personality, Culture and Sales

Sales Over the past three months I have been taking a Marketing course in Business Development that has trained me in sales,  specifically managing and obtaining strategic accounts. Projects in which I garnered techniques and strategies for obtaining accounts included a global cultural project and a Key Account Manager (KAM) strategic account plan. The foundation of each project however, required in depth communication and an analysis of the company and its employees. In order to be successful at this, I realized that the ability to identify and communicate with different personality types and different cultures  was essential. Thus, the most significant knowledge that I have obtained was to research the cultural background of the client and next, utilize the following personality style characteristics in order to make the product or service appealing to them; after all no two people are the same and therefore, it is essential to satisfy each client’s needs if you want to be successful. The most significant and impacting project that I did was my global cultural project, here my group and I examined business practices in Iran. Upon utilizing the basic culturally acceptable practices, I realized culture and personal styles go hand in hand.

In order to increase your ability to close a sale, it is necessary to be able to adapt your personal style to that of your client. Once you have met the initial cultural expectations in terms of greetings and basic culturally acceptable practices, categorizing the client into one of the following, will enable you to adapt your sales approach to be more appealing to them. The following are four typical personality styles:

The Thinker: This person values logic, ideas and systematic inquiry. This individual is generally very neat and dresses rather conservatively. Therefore in order to be more appealing, you should present the facts of your service or product in a logical manner, and should you not close the deal on the spot, then encourage them to “think it over”.

The Intuitor: This individual values ideas, innovation , theory and concepts, and can be identified by their rumpled attire and any abstract art adorning their office walls. Therefore, when appealing your product or service to them, it is essential to demonstrate the purchase according to buyer’s big picture or objectives. Moreover, when closing a deal be sure to make the buyer aware of how time sensitive the purchase is.

The Feeler: This individual is sensitive towards people and therefore, it is essential to demonstrate the impact your proposal has on people. It is easy to identify feelers, they typically dress in current or informal styles and generally they will have mementos and photos adorning their office. Finally, to make your proposal more appealing, you should be more EXCITED and appeal to the individuals emotions.

The Sensor: Individuals with this personality value action, thus, to make your presentation more persuasive, be specific and to the point. These individuals are typically associated with desks that are chaotic and rather a mess, while their attire is generally more casual and relaxed work clothes (no jacket, loose tie etc.) .

Taking this course and learning how to appeal to different cultures and identify and adapt to different personality types has provided me with sales skills that enable me to obtain customers’ trust. This is evident, as I utilized these skills at my new sales job at a jewelry store, where my manager was impressed and complimented my approach in dealing with customers. Thus, i believe that my new skills are an asset in the sales industry.

For more information on business practices in Iran, click on the link below:

Global Culture Project: Business in Iran

We Like Games

Gamification

If you could discover life on another planet by playing a game, would you want to?
Well, a not-for-profit research organization, namely DSRW (Deep Space Radio Wave Project) is on a mission to “capture deep space radio waves and analyze them for patterns and messages”. The organization shares all finding with the public, on their website, enabling the community to get involved and help answer the age long  question: “Are we alone in the universe?” (Warren, 2012).

Midway through the articel, Warren mentioned that the website features a Warner Bros. Entertainment Copyright logo on the page. The logo suggests that this space mission, is part of a broader campaign for a TV show or feature film;  And most likely a gamification marketing element (Below is a screen shot of the game).

dsfw

In the past year, there has been a growing trend towards applying gamification elements towards the marketing of feature films (Warren, 2012). From movies like The Dark Knight Rises, The Hunger Games, and Toy Story 3 puzzles and other game qualities were applied to their social media marketing platforms.

So what is Gamification:

Over the past couple of years, marketers have been implementing game-like qualities into a number of social media apps, which are made accessible through one’s browser and mobile device. Elements of gamification include: levels, leader boards, badges or points, rewards for participation and competition amongst gamers using the site (Armano, 2011).  According, to Armano, 2012 was the rise of the gamification marketing trend, as a majority of organizations began implementing it into their marketing strategy. By utilizing gamification elements, organizations are better able to engage with customers who are aware of tricks associated with traditional advertising. The most critical advantage of this strategy however, is that individuals are returning for more! (Rollason, 2011).

Gaming Statistics (Rollason, 2011):

  • “M2 Research have predicted that the gamification market will be worth an estimated $1 Billion by 2015”
  • “An estimated 20 million of the more than 25 million 12 -17 year olds in the US are gamers”
  • “20% of the US population have played a game on a social network sites. And what’s more, that 35% of these social game players are first time gamers who have never played any other kind of video game”
  • “Americans are now spending 22.7% of their online time on social networks, which is far more than anything else, including email at 8.3% “

So now that you know the space mission is potentially a marketing strategy, if you are curious as to what movie it is associated with, start cracking the code!

References:

Armano, D. (2011, December 12). Six Social Media Trends for 2012 – David Armano – Harvard Business Review. HBR Blog Network – Harvard Business Review. Retrieved December 11, 2012, from http://blogs.hbr.org/cs/2011/12/six_social_media_trends_for_20.html

Rollason, H. (n.d.). OPINION: What is Gamification, and should you bother finding out? | Useful Social Media Blog. Home | Useful Social Media | Corporate Social Media Best Practice for Business & Marketing. Retrieved December 11, 2012, from http://usefulsocialmedia.com/blog/future-focus/opinion-what-is-gamification-and-should-you-bother-finding-out/

Warren, C. (2012, December 10). Is This the Next Big Viral Movie Campaign?. Mashable. Retrieved December 11, 2012, from http://mashable.com/2012/12/10/dsfw-project/