This is an open book, open notes in-class exam.  You may write the entire answer in class or submit a pre-written answer through any channel during or before class time.  If you submit a type-written answer or an answer prepared outside of class, you may submit no more than five double-spaced pages (which is inclusive of appendices if you felt the urge to include any).  If you submit the exam prior to class time, be sure to get some kind of receipt to confirm your submission.  Exams prepared outside of class MUST BE RECEIVED PRIOR TO 10:00 PM, Wednesday, 29 OCT O3.

Although you may use any materials available to you, this is not a research project, and using more information than would already be available to someone who takes the exam in class will probably not help you.

Marketing principles textbook chapters on personal selling always suggest a series of steps that are followed in successful selling: lead generation, approach, needs analysis, and such.  Indeed, presentations by students associated with banking, insurance, telecommunications, and food packaging industries each suggested the use of most or all of these elements in the provision customer service to existing customers, in making sales to new customers, or in establishing new customer accounts.

How could an understanding of these steps in the selling process help us in devising effective segmentation strategies used in the types of internet advertising that were discussed in our last presentation?