ENCON – module 2 sales & marketing : results pre-work survey
Masterclass Business Essentials programma
Market segmentation and the concept of TAM SAM SOM is for you…?
Clear and used in my BU 3 / 32
Theoretical knowledge, not used in my BU 1 / 32
Vague knowledge, once heard of it 7 / 32
Unknown, never heard of it. 21 / 32
As an employee of your business unit (BU), you are well informed about the market analysis and customer segmentation with regard to your products and how Encon positions itself with your BU?
No 8 / 32
1-2 times a year but not actively involved 17 / 32
Customer segmentation is clear and my approach to a project is in line with Encon's positioning. 7 / 32
The Marketing Mix and the four “P’s” are:
Unknown 10 / 33
Vague knowledge 11 / 33
Known but not actively used 12 / 33
Known and actively used via product sheet or marketing plan 0 / 33
The Customer Journey is clearly mapped out for our organization
yes 3 / 31
Not enough 21 / 31
No 7 / 31
How influential are brand ambassadors in your own purchasing decisions (e.g. George Clooney for coffee, …)?
Not influential at all 12 / 31
Somewhat influential 16 / 31
Moderately influential 2 / 31
Very influential 1 / 31
How influential are brand ambassadors in the purchasing decisions of Encon prospects (references from employees of e.g. Belorta, Unilin, Aldi, etc.)?
Not influential at all 2 / 30
Somewhat influential 12 / 30
Moderately influential 12 / 30
Very influential 4 / 30
Do you consider yourself a brand ambassador for Encon?
No 1 / 30
I would like to, but I don't know how 6 / 30
Too little 13 / 30
Yes 10 / 30
What image do you have of a salesperson?
Other 28 / 28
Which keywords do you associate with the function of a “salesperson”?
Other 28 / 28
Have you ever had any sales experience?
Never 13 / 28
As a student 6 / 28
Junior sales experience (<5 years in sales) 6 / 28
Senior experience in sales (>5 years in sales) 3 / 28
Are you familiar with 'customer centric selling'?
No, unknown 13 / 28
Other 15 / 28
How familiar are you with the concept of Unique Selling Propositions (USP’s)?
Very familiar 6 / 28
Somewhat familiar 14 / 28
Neutral 1 / 28
Not very well known 4 / 28
Not known at all 3 / 28
How confident are you in your ability to explain the technical features of a product to non-technical stakeholders (e.g. sales, marketing, CFOs, etc.)?
Very confident 0 / 28
Confident 17 / 28
Neutral 7 / 28
Not very confident 3 / 28
Not at all confident 1 / 28
What do you think is the most effective way to bridge the gap between technical features of your product and customer needs in USPs?
Simplifying technical language 4 / 29
Focus on how the product solves customer pain points 16 / 29
Align with industry trends and standards 1 / 29
Using real world examples 7 / 29
Other 1 / 29
I have already completed training in customer experience, sales and/or marketing?
No 18 / 26
Other 8 / 26
What are your expectations of this masterclass?
Other 26 / 26
