Marketing & Salesforce..

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Marketing & Salesforce..

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

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