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Marketing communication presentation

  1. 1. CHAPTER 11 Personal Selling, Database Marketing, & Customer Relationship Management Page 338-362
  3. 3. PRESENTED BY <ul><ul><ul><li>RAJKUMAR LOHANA </li></ul></ul></ul><ul><ul><ul><li>MBA (Hons) FINAL </li></ul></ul></ul><ul><ul><ul><li>ROLL NO: 139 </li></ul></ul></ul>
  4. 4. OVERVIEW OF CHAPTER <ul><li>Personal Selling </li></ul><ul><li>Database Marketing Program & </li></ul><ul><li>Customer Relationship Management (CRM) </li></ul>
  5. 5. PERSONAL SELLING <ul><li>Direct communications between paid representatives and prospects that lead to purchase orders, customer satisfaction and post-sale service. </li></ul><ul><li>Some time called “last 3 feet” </li></ul>
  6. 6. A Key to Success <ul><li>Stay Close to Your Customer </li></ul><ul><li>and </li></ul><ul><li>LISTEN! </li></ul>
  7. 7. Remember…it’s all about “stuff” “ Customers really don’t care about your stuff. They care about their stuff.”
  8. 8. Major Category Of Personal Selling <ul><li>Retail Sales </li></ul><ul><li>Business-to-Business Selling </li></ul>
  9. 9. 1.Retail Selling <ul><li>Sale to consumers are facilitate by retail sales people. </li></ul><ul><li>Connection to overall IMC program vitally important to marketing success </li></ul>
  10. 10. Retail Selling
  11. 11. Categories Of Retail Selling <ul><li>Selling in retail outlets </li></ul><ul><li>Selling services </li></ul><ul><li>Telemarketing </li></ul>
  12. 12. Selling In Retail Outlet <ul><li>Single Transaction </li></ul><ul><li>It occurs when the buyer & seller interact for the purpose of solitary purchase </li></ul><ul><li>Example </li></ul><ul><li>Automobile dealership, electronic items etc </li></ul><ul><li>Order-Taker </li></ul><ul><li>Salesperson whose primary tasks are to take orders.It also serve as a cashier. </li></ul>
  13. 13. Selling In Retail Outlet
  14. 14. Selling Services <ul><li>Selling services divided into 2 category </li></ul><ul><li>1. Some services sold by sales representative </li></ul><ul><li>Example </li></ul><ul><li>Insurance sales, credit card </li></ul><ul><li>2. Person doing the selling also performs the services. </li></ul><ul><li>Example </li></ul><ul><li>Lube & oil shop </li></ul>
  15. 15. Selling Services
  16. 16. Telemarketing <ul><li>Inbound Telemarketing </li></ul><ul><li>Selling in response to inbound telephone calls </li></ul><ul><li>Occur when employs handle customer calls </li></ul><ul><li>Example </li></ul><ul><li>Tool free number are designed to attract inbound calls like 0800-12333 </li></ul>
  17. 17. Inbound Calls
  18. 18. <ul><li>Outbound Telemarketing </li></ul><ul><li>Selling by making outbound calls to consumers or business </li></ul><ul><li>Sales representatives call customer or client </li></ul><ul><li>Example </li></ul><ul><li>Long distance services, credit cards, </li></ul><ul><li>Text messaging is the newest version of telemarketing </li></ul><ul><li>Example </li></ul><ul><li>Ufone & McDonalds brings an upsize treat for u, buy any medium meal & get it upsized at any McDonalds for Free. Also for delivery call 111 </li></ul>
  19. 19. Out bound calls
  20. 20. ?
  21. 21. Thanks!

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best presentation of my MBA degree


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