Introduce me as final year PhD on organizational attachment in IT outsourcing. Explain background in IT and managing people remotely. Masters and doctoral research at Birkbeck revealing interesting issues about intranets and e-mail usage. (Possibly explain a little about organizational focus as I see all other talks are to do with shopping type stuff). Could get attention by asking how many of them class themselves as remote workers or work from home sometimes? Aim of the talk today is to highlight the problems (still) faced by managers and staff in these days of increased reliance on electronic communication, and suggest that information overload is not just a ‘stress/overwork’ issue but can lead to increased isolation for remote workers.
Promote your product and get the sales marketing tips
Dr. Stephanie J. Morgan Marketing Principles and Practice Marketing Mix 3 (Promotion) Download at www.bizface.co.uk
Lecture Objectives <ul><li>Assess the suitability of a promotional marketing mix for an organization. </li></ul><ul><li>Develop an advertising strategy. </li></ul><ul><li>Discuss issues involved in personal selling and sales management. </li></ul>
Promotions for non-profit Organizations <ul><li>Promoting the cause, generating donations (including either paid or unpaid ‘sales’ staff). </li></ul><ul><li>Promoting good health, avoiding accidents, flu vaccinations. </li></ul><ul><li>Reminding people to complete forms, e.g. tax, social funds etc., </li></ul><ul><li>Asking people to help police, prosecute offenders, inform on social security scams. </li></ul><ul><li>Issues around funding, amount available, peoples perception of ‘good’ spend etc. </li></ul>
Promotions in Industrial Markets (Business to Business) <ul><li>Advertising in specialist journals, magazines. </li></ul><ul><li>Sales staff aimed at organizational DMU’s </li></ul><ul><li>Trade Exhibitions </li></ul><ul><li>Less likely to use television to aim for the business but may advertise to consumers to help with ‘pull-through’ – or help any distributors with advertising costs. </li></ul>
Ethical Considerations <ul><li>Misleading Advertising; influence on society values; targeting children. </li></ul><ul><li>Selling: Deception, hard sell, bribery, reciprocal buying. </li></ul><ul><li>Direct Marketing: Poorly targeted mail, timing and intrusiveness of calls, content of envelopes, invasion of privacy, (selling-on details). </li></ul><ul><li>Exhibitions and sales promotions/P.R.: Use of trade inducements, mal-redemption of coupons (not verifying), payments to third parties to endorse products. </li></ul>
Ethics in Personal Selling <ul><li>Potential for deception </li></ul><ul><li>Potential for a ‘hard sell’ </li></ul><ul><li>Bribery </li></ul><ul><li>Reciprocal Buying </li></ul>