Marketing & Business Development Flashcards

A competitor cuts prices by 15%. What is the most strategic first response for a value-focused firm?

Answer: Analyze where customers perceive value before deciding on any price move

Understanding customer-perceived value prevents unnecessary margin erosion from reactive discounting.

What does a SWOT analysis evaluate?

Answer: Strengths, weaknesses, opportunities, and threats

SWOT assesses internal strengths and weaknesses alongside external opportunities and threats.

Which tactic best builds trust with a new B2B prospect?

Answer: Sharing relevant case studies and references

Evidence of past results reduces perceived risk and builds credibility.

What is a key advantage of referral marketing?

Answer: Referred leads usually convert at higher rates and cost less

Referrals carry built-in trust from the referrer, which improves conversion and lowers acquisition cost.

In the marketing mix (4 Ps), which element covers distribution channels?

Answer: Place

Place addresses where and how the offering reaches customers.

A lead scoring model assigns higher points to prospects who visit the pricing page and request a demo. What is the goal?

Answer: Prioritize leads most likely to buy

Lead scoring ranks prospects by fit and behavior so sales effort targets the most promising ones.

Which is the best way to measure whether a networking event was worthwhile?

Answer: Track qualified conversations and resulting opportunities

Outcome-based tracking ties the event to pipeline rather than vanity activity.