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Marketing & Salesforce..

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  • 1. Jc.K.P.RAJEEVAN
  • 2. MARKETING.
    • PROCESS BY WHICH PRODUCTS ARE MATCHED WITH THE MARKET AND THROUGH WHICH OWNERSHIP TRANSFERS ARE EFFECTED.
  • 3. Marketing Concepts
    • TRADITIONAL
      • Sales oriented
    • MODERN
      • Consumer-Oriented
  • 4. Change in concept..
    • Due to
      • Elment of innovation in modern..
      • Change in objective/purpose
      • Change in attitude of customers
  • 5. Selling VS marketing
    • Selling is mere exchange of goods or service…marketing is MORE
    • Not mere posession..
    • Selling focus on product…
  • 6. Marketing mix. Affected by…
    • Controllable factors
    • Product
    • Price
    • Promotion
    • Place
    • Un controllable
    • consumers behaviour
    • Traders …
    • Competitors..
    • Governments’…
  • 7. Marketing functions.
    • Buying & assembling/processing
    • Selling service/goods
    • Transportation
    • Storage & warehousing
    • Standardisation & grading
    • Financing
    • Risk bearing
    • Market information
  • 8. SALESMANSHIP
    • IS THE ART OF CONVERTING A SUSPECT INTO A PROSPECT AND PROSPECT IN TO A
    • CUSTOMER
  • 9. AIMS OR OBJECTIVES
    • To create demand for a new product or Service
    • ..maintain demand..
    • ..expand demand for existing…
    • ..guide the buyrs in proper selction
    • ..build up goodwill
  • 10. Types
    • Order- taking,demand filling or counter sales man
    • Creative ..
    • Competitive..
  • 11. Duties & responsibilities..
    • Selling
    • Guiding
    • Attending to complaints
    • Collection of bills
    • Collection of credit info
    • reporting
    • Organising
    • Sales meetings
    • Travel
    • Packing & delivery
    • Window & counter displays
    • Promotion of good will.
  • 12. Qualities…
    • Physical-goodhealth,appearance,dress,posture,voice..
    • Mental-intelligence, resourceful,imaginative,initiative,alert,memory,observe..
    • Social-courtesy,manners,sociable,enthusiastic,tactic,patient,confident,humour,team spirit..
    • Character- honest,loyal,mature,courage..
    • Other-self knowledge,product know..,firm,customer,technic of selling..
  • 13. Sales promotion
    • Concerned with the creation ,application&dissemination of materials& techniques to stimulate…sell more..induce customers…to buy
  • 14. Sales promotion is different from advertising .. Ad is recurring…promo non recurring Ad moves buyers to product…SP..product to buyers SP stimulates..
  • 15. SP objectives
    • To increase sales of product/service
    • ..stimulate more use by actual customer
    • ..attract new customers
    • ..help sales force to sell more to dealers &cons.
    • ..face competition effectively
    • ..check seasonal decline..
  • 16. Methods..
    • Consumer promotion
    • Trader /dealer promo
    • Sales force promo..
  • 17. Consumer promo
    • Sale &after sale service
    • Guarantee
    • Credit
    • Premium/bonus offers
    • Consumer coupons
    • Trading stamps
    • Free samples
    • Price-off offer
    • Combo offers
    • Free deals
    • Demo
    • Sales contests
    • Satisfaction by product
  • 18. Dealer promo
    • Price deals/special discounts
    • Merchandise deals
    • Premium offers /gifts
    • Dealer coupons
    • Ad allowance
    • Contests
    • Aids
    • Free ddelivery
    • Demo
    • Sales meetings,conferences…
  • 19. Sales force promotion
    • Meetings ,conferences..
      • Discuss
      • Educate
      • Train
      • Motivate
      • entertain
    • Sales force contests
      • Promote spirit of competition
      • Attractive prizes
      • On the spot
  • 20. Buying motives.
    • Every human activity has a motive behind it.So also buying ….
      • Product buying motives and patronage buying motives
        • Emotional-pride/prestige,imitation,affection ambition,comfort…
        • Rational-safety,economy,suitability,utility,conv..
        • PATRONAGE-appearance of shop,display,recommendation,habit
        • Credit,services,efficiency,wide choice,treatment,REPUTATION..
  • 21. MARKETING&SALES…
  • 22. [email_address] 9446433094 thanQ..!

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