Analyzing marketing environment
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The document summarizes the marketing environment and its key components. It discusses that the marketing environment consists of the microenvironment and macroenvironment. The microenvironment includes factors close to the company like suppliers, customers and competitors. The macroenvironment includes larger societal forces like demographic, economic, technological, political and cultural factors. It also discusses how companies can respond to changes in the marketing environment in a proactive, reactive or passive manner by developing strategies, reacting to changes or doing nothing.
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An Introduction to Sales ManagementWe Learn - A Continuous Learning Forum from Welingkar's Distance Learning Program.
Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. A significantly broader meaning is assigned to sales management as it also encompasses managing the sales functions and the sales force.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
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The document discusses the marketing environment, which consists of external forces and actors that affect a company's ability to do business. It describes the microenvironment as close actors like suppliers, marketing intermediaries, customers, competitors, and publics. It also covers the macroenvironment, including demographic, economic, natural, technological, political, and cultural forces in the larger societal environment. Understanding these forces allows companies to identify opportunities and threats beyond their direct control.
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Sales management involves planning, directing, and controlling a company's sales force to achieve sales goals in an effective and efficient manner. It includes tasks like recruiting, selecting, training, assigning territories, supervising, compensating the sales team. Personal selling is an important promotional method where a salesperson develops relationships with customers and negotiates to help them solve problems using the company's products or services. The personal selling process includes prospecting, preparing, making initial contact, presenting, handling objections, negotiating, closing the sale, and following up to maintain customer relationships.
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Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
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Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
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The document discusses the marketing environment, which consists of internal and external forces that affect a company's ability to serve its customers. The microenvironment includes internal groups like the company, suppliers, and intermediaries. The macroenvironment comprises larger forces like competitive, demographic, economic, natural, technological, political, and cultural factors. It emphasizes the importance of environmental scanning to monitor these forces and help companies respond proactively rather than reactively to changes in the marketing environment.
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The document discusses the marketing environment and its components. The marketing environment consists of the microenvironment and macroenvironment. The microenvironment includes factors directly related to the company like customers, competitors, suppliers, and public groups. The macroenvironment includes large societal forces like demographic, economic, technological, political, and cultural factors that indirectly influence the company. Understanding both the microenvironment and macroenvironment is important for developing effective marketing strategies.
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This document discusses analyzing a company's marketing environment. It begins by defining the marketing environment and outlining its two components: the microenvironment and macroenvironment.
The microenvironment consists of actors close to the company like its departments, suppliers, marketing intermediaries, customers, and competitors. The macroenvironment includes larger societal forces like demographics, economics, natural environment, technology, politics, and culture.
It then provides detailed descriptions of the factors within each element of the company's microenvironment and macroenvironment and how marketers can respond to changes in the marketing environment in a reactive, proactive, or uncontrollable manner.
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The document discusses the key elements of marketing mix - product, price, place, and promotion. It defines product mix as the different types of products a firm manufactures, price mix as the decisions relating to pricing products and services, place mix as making products available at the right time and place, and promotion mix as the techniques used to promote products through advertising, selling, and sales promotions.
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This document discusses channels of distribution and types of distribution. There are two main types: direct distribution, where the producer sells directly to the consumer, and indirect distribution, which involves one or more intermediaries like wholesalers or retailers. Choosing which channels to use involves considering factors like the market size and type, product characteristics, services provided by middlemen, and the company's resources and desire for control. The document outlines different levels of channels from producer to consumer and potential conflicts that can arise both horizontally and vertically between participants in the channels.
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Introduction To Sales Management
Sales Management:
Definition, Difference, Relationship, Objectives of - Sales and Marketing
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Marketing is the process of moving goods and services from their conception to customers. It involves the marketing mix - the set of tactical actions used to promote a brand through its product, price, place, and promotion. Product refers to the functions, features, packaging, quality and branding of goods and services. Price is the amount customers pay to enjoy a product. Place describes how products get from producers to consumers and where they can be accessed. Promotion strategies make consumers aware of products and services.
Functions of marketing
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Sales Management is the process of current exchanges of goods - and thus sales management forms an integral part of Marketing Management. A significantly broader meaning is assigned to sales management as it also encompasses managing the sales functions and the sales force.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
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The document discusses the marketing environment, which consists of external forces and actors that affect a company's ability to do business. It describes the microenvironment as close actors like suppliers, marketing intermediaries, customers, competitors, and publics. It also covers the macroenvironment, including demographic, economic, natural, technological, political, and cultural forces in the larger societal environment. Understanding these forces allows companies to identify opportunities and threats beyond their direct control.
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Sales management involves planning, directing, and controlling a company's sales force to achieve sales goals in an effective and efficient manner. It includes tasks like recruiting, selecting, training, assigning territories, supervising, compensating the sales team. Personal selling is an important promotional method where a salesperson develops relationships with customers and negotiates to help them solve problems using the company's products or services. The personal selling process includes prospecting, preparing, making initial contact, presenting, handling objections, negotiating, closing the sale, and following up to maintain customer relationships.
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Objectives of sales management are derived from the organizations marketing objectives.
Ultimate sales objective of an organisation is to have a decent growth in sales.
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Quantitative Objectives (Short-term)
Qualitative Objectives (Long-term)
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Introduction
In life, there are universal laws that govern everything we do. These laws are so perfect that if you were to align yourself with them, you could have so much prosperity that it would be coming out of your ears. This is because God created the universe in the image and likeness of him. It is failure to follow the universal laws that causes one to fail. The laws that were created consisted of the following: ·
Law of Gratitude: The Law of Gratitude states that you must show gratitude for what you have. By having gratitude, you speed your growth and success faster than you normally would. This is because if you appreciate the things you have, even if they are small things, you are open to receiving more.
Law of Attraction: The Law of Attraction states that if you focus your attention on something long enough you will get it. It all starts in the mind. You think of something and when you think of it, you manifest that in your life. This could be a mental picture of a check or actual cash, but you think about it with an image.
Law of Karma: the Law of Karma states that if you go out and do something bad, it will come back to you with something bad. If you do well for others, good things happen to you. The principle here is to know you can create good or bad through your actions. There will always be an effect no matter what.
Law of Love: the Law of Love states that love is more than emotion or feeling; it is energy. It has substance and can be felt. Love is also considered acceptance of oneself or others. This means that no matter what you do in life if you do not approach or leave the situation out of love, it won't work.
Law of Allowing: The Law of Allowing states that for us to get what we want, we must be receptive to it. We can't merely say to the Universe that we want something if we don't allow ourselves to receive it. This will defeat our purpose for wanting it in the first place.
Law of Vibration: the Law of Vibration states that if you wish on something and use your thoughts to visualize it, you are halfway there to get it. To complete the cycle you must use the Law of Vibration to feel part of what you want. Do this and you'll have anything you want in life.
For everything to function properly there has to be structure. Without structure, our world, or universe, would be in utter chaos. Successful people understand universal laws and apply them daily. They may not acknowledge that to you, but they do follow the laws. There is a higher power and this higher power controls the universe and what we get out of it. People who know this, but wish to direct their own lives, follow the reasons. Successful people don't sit around and say "I'll try," they say yes and act on it.
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Analyzing marketing environment
- 2. What will we learn? MARKETING ENVIRONMEN T MACRO ENVIRONMENT POLITICAL-SOCIAL CULTURAL ENVIRONMENT RESPONDING TO MARKETING ENVIRONMENT MICRO ENVIRONMENT DEMOGRAPHIC ECONOMIC ENVIRONMENT TECHNOLOGY ENVIRONMENT
- 3. The Marketing Environment The actors and forces outside marketing that affect marketing managements ability to build and maintain successful relationship with target customers
- 4. The Marketing Environment THE MICRO ENVIRONMENT THE MACRO ENVIRONMENT The actors close to the company that affect its ability to serve its customers— the company, suppliers, marketing intermediaries, customer markets, competitors, and publics. The larger societal forces that affect the microenvironment—demographic, economic, natural, technological, political, and cultural forces.
- 5. Marketing Microenvironment All the department, from manufacturing, finance, legal, HRD, share the responsibility for understanding customers needs and creating customer value Provide the resources needed by the company to produce its goods and services. Marketing manager should pay attention to supply availability and cost Help the company to promote, sell, and distribute its products. Include reseller, physical distribution firms, marketing service agency, and financial intermediaries Marketer must gain strategic advantages by positioning their offerings strongly against the competitors Financial publics, media publics,, government publics, citizen- action publics, internal publics, general publics, local publics Consumer markets, business markets, reseller markets, government markets, international markets Company Suppliers Marketing intermediaries Competitors Publics Customers
- 6. Marketing Macroenvironment • Study of human population • Size, density, location, age, generation • Economic factors that affect consumer purchasing power and spending patterns • Income, cost of living, interest rates, borrowing patterns Natural • Concern on environmental sustainability Technology • Forces that create new technologies, creating new product & market opportunities • Laws, government agencies, pressure group that influence and limit various organizations and individual in a given society Cultural factors strongly affect how people think and how they consume, so marketing are keenly interested in the cultural environment Demographic Environment Economic Environment Natural & Technology Environment Political Environment Socio Culture Environment
- 7. Responding to Marketing Environment Management Objectives Customer Objectives Project Objectives Implementation Plan Schedules Tasks Resources Develop strategies to change the environment Proactive React to the changing environment Reactive Do nothing on the changing environment Passive
- 8. Thank You