The Marketing Research Interview Guide
Categories and Sample Questions for Developing Effective Marketing Research Interview Guides
In developing your marketing research interview guide, you can use the example categories and questions presented below as a starting point. In fact, a very robust and well-rounded interview guide can be constructed by simply developing at least one question in each category.
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Digging for Gold by Analyzing Wins and Losses
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How to Develop Real Competitive "Kill Sheets"
Competitive kill sheets are a great tool to help salespeople in the field. But most so-called kill sheets are nothing more than glorified competitive profiles. In this concise tutorial, learn how to develop real, strategic competitive kill sheets that highlight and reinforce the competitive differences that actually matter to prospects.
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Creating More Powerful Sales Proposals
Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.
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