BMATWT 352 - Building Materials and Forest Products Marketing

Tin Men

What is the importance of listening? Did the characters appear to be more focused on talking or listening?

What marketing management orientation does this film typify?

What kind of loaner car did BB get from the dealership?

What is "prospecting" and how do aluminum siding companies perform this function?

Describe the relationship among the salesmen?

What does "qualifying" a sales prospect do?

Do you think that being in a "superior" or "inferior" position relative to your customer is important today?

Describe the feelings of the characters and how this changes when they either "lose" or "make" a sale?

How good were the salesmen at accepting personal responsibility?

What is the role of the Home Improvement Commission, deception, and false pretenses? How does this relate to building trust and today's goal of long term customer relationships?

What is canvassing?

What is "developing a lead"?

 

Produced and maintained by David T. Damery
Building Materials and Wood Technology
Department of Natural Resources Conservation
College of Natural Resources and the Environment
University of Massachusetts, Amherst.