The document discusses key concepts in marketing. It defines marketing as managing profitable customer relationships or as a social process of obtaining needs and wants through value exchange. The marketing process involves understanding customers, designing strategies, implementing programs, building relationships, and capturing value. Marketing functions include buying, selling, transporting, storing, financing, risk taking, and gathering market information. Core concepts are needs, wants, demands, products, value, exchange, and customer satisfaction. The document also outlines different marketing approaches such as production, product, selling, marketing, societal marketing, relationship marketing, and integrated marketing.
This chapter discusses the personal selling process and preparation. It outlines the key steps in the selling process, which include prospecting, pre-approach research, the sales presentation, overcoming objections, closing the sale, and follow-up. It also examines the consumer and business buying decision processes, different buying situations, and factors that influence purchasing. Additionally, it covers communication skills, sales knowledge of products, customers, and competitors that salespeople need to be effective. The overall goal is to understand the psychology of selling and buying as well as how to navigate the personal selling process.
This document provides an overview of sales and marketing concepts. It discusses key topics like the definition of marketing and selling, different types of selling like product selling, service selling, industrial selling, and international selling. It also covers sales management roles and skills needed for negotiation. The document is authored by Prof. Rahul Jadhav and Prof. Prashant Chaudhary from Sinhgad School of Business Studies, Pune for educational publishing company Vishwakarma Publications.
This presentation deals with various theories of sales like AIDAS theory, Right set of circumstances theory, buying formula theory, behavioural equation theory. It also discusses the SPIN model of selling and details the Situation, Problem, Implication and Need Pay-off questions at the heart of SPIN Model. This presentation is useful for practicing professionals, professors and students teaching and studying undergraduate and post graduate courses in marketing and sales & distribution management of GGSIP University, University of Delhi and other universities
The document outlines the typical phases in a sales process:
1. Prospecting and qualifying potential customers.
2. Pre-call planning to understand customers' needs before meetings.
3. Approaching customers to build rapport.
4. Presenting products and demonstrating how they meet needs.
5. Overcoming objections by asking questions and highlighting benefits.
6. Attempting to close the sale while also leaving room to continue discussions.
7. Following up after sales to ensure customer satisfaction and potential for repeat/referral business.
Personal selling process & Consumer BehaviourCitibank N.A.
This presentation deals with consumer buying model to give insights on consumer psychology. It defines personal selling and its nature and objectives. It further details the steps and techniques of personal selling process. And finally it differentiates between relationship selling and transactional selling
This chapter discusses personal selling, including the types of selling jobs, sales force objectives and strategies, theories of personal selling, the personal selling process, and issues related to customers and automation. The personal selling process involves 7 stages: prospecting, pre-approach, approach, sales presentation, handling objections, closing, and post-sales follow-up. Different theories of personal selling are also examined, such as AIDA, the buying formula, and behavior equation theories. The chapter also explores sales force strategies like using company salespeople, distributors, telemarketing and strategic alliances.
This document summarizes key aspects of the personal selling process. It discusses understanding buyer psychology and the buying process. It outlines the typical steps in the sales process, including prospecting, pre-approach planning, the sales presentation, overcoming objections, closing the sale, and follow-up. It also addresses developing sales knowledge, different presentation methods, using demonstrations, negotiation skills, and relationship building. The overall goal is to equip salespeople with the tools and understanding needed to successfully navigate interactions with prospects and customers.
The document discusses four theories of selling:
1. AIDAS theory focuses on securing attention, gaining interest, inducing desire, inducing action, and building satisfaction.
2. "Right set of circumstances" theory emphasizes that the salesperson must control the selling situation by handling external factors like themselves and remarks, as well as internal factors about the prospect.
3. "Buying formula" theory focuses on the buyer's needs and problems, potential solutions, purchase decisions, and satisfaction or dissatisfaction after purchase.
4. "Behavioral equation" theory uses a stimuli-response model to analyze drives, cues, responses, and reinforcement in the buyer's decision process.
This chapter discusses the personal selling process and preparation. It outlines the key steps in the selling process, which include prospecting, pre-approach research, the sales presentation, overcoming objections, closing the sale, and follow-up. It also examines the consumer and business buying decision processes, different buying situations, and factors that influence purchasing. Additionally, it covers communication skills, sales knowledge of products, customers, and competitors that salespeople need to be effective. The overall goal is to understand the psychology of selling and buying as well as how to navigate the personal selling process.
This document provides an overview of sales and marketing concepts. It discusses key topics like the definition of marketing and selling, different types of selling like product selling, service selling, industrial selling, and international selling. It also covers sales management roles and skills needed for negotiation. The document is authored by Prof. Rahul Jadhav and Prof. Prashant Chaudhary from Sinhgad School of Business Studies, Pune for educational publishing company Vishwakarma Publications.
This presentation deals with various theories of sales like AIDAS theory, Right set of circumstances theory, buying formula theory, behavioural equation theory. It also discusses the SPIN model of selling and details the Situation, Problem, Implication and Need Pay-off questions at the heart of SPIN Model. This presentation is useful for practicing professionals, professors and students teaching and studying undergraduate and post graduate courses in marketing and sales & distribution management of GGSIP University, University of Delhi and other universities
The document outlines the typical phases in a sales process:
1. Prospecting and qualifying potential customers.
2. Pre-call planning to understand customers' needs before meetings.
3. Approaching customers to build rapport.
4. Presenting products and demonstrating how they meet needs.
5. Overcoming objections by asking questions and highlighting benefits.
6. Attempting to close the sale while also leaving room to continue discussions.
7. Following up after sales to ensure customer satisfaction and potential for repeat/referral business.
Personal selling process & Consumer BehaviourCitibank N.A.
This presentation deals with consumer buying model to give insights on consumer psychology. It defines personal selling and its nature and objectives. It further details the steps and techniques of personal selling process. And finally it differentiates between relationship selling and transactional selling
This chapter discusses personal selling, including the types of selling jobs, sales force objectives and strategies, theories of personal selling, the personal selling process, and issues related to customers and automation. The personal selling process involves 7 stages: prospecting, pre-approach, approach, sales presentation, handling objections, closing, and post-sales follow-up. Different theories of personal selling are also examined, such as AIDA, the buying formula, and behavior equation theories. The chapter also explores sales force strategies like using company salespeople, distributors, telemarketing and strategic alliances.
This document summarizes key aspects of the personal selling process. It discusses understanding buyer psychology and the buying process. It outlines the typical steps in the sales process, including prospecting, pre-approach planning, the sales presentation, overcoming objections, closing the sale, and follow-up. It also addresses developing sales knowledge, different presentation methods, using demonstrations, negotiation skills, and relationship building. The overall goal is to equip salespeople with the tools and understanding needed to successfully navigate interactions with prospects and customers.
The document discusses four theories of selling:
1. AIDAS theory focuses on securing attention, gaining interest, inducing desire, inducing action, and building satisfaction.
2. "Right set of circumstances" theory emphasizes that the salesperson must control the selling situation by handling external factors like themselves and remarks, as well as internal factors about the prospect.
3. "Buying formula" theory focuses on the buyer's needs and problems, potential solutions, purchase decisions, and satisfaction or dissatisfaction after purchase.
4. "Behavioral equation" theory uses a stimuli-response model to analyze drives, cues, responses, and reinforcement in the buyer's decision process.
The document summarizes several theories of personal selling:
1. The AIDAS theory proposes that a sales presentation should move a prospect through the stages of attention, interest, desire, action, and satisfaction.
2. The "right set of circumstances" theory posits that the salesperson must present the proper stimuli or appeals to elicit the desired response from the prospect based on their particular circumstances.
3. The buying formula theory emphasizes understanding the buyer's needs and finding a suitable product solution, ensuring the product and brand are adequately associated with satisfaction for the buyer.
The document discusses personal selling as a promotional technique. It defines personal selling as oral communication with potential buyers to make a sale and build relationships. The personal selling process involves several steps like prospecting, presentation, handling objections, and follow up. Personal selling allows for customization and interaction but is more expensive than other promotions. Qualities of a good salesperson include knowledge, empathy, organization, and problem-solving skills.
This document defines sales and sales roles. It discusses different types of sales agents such as sales brokers, buyers brokers, dual agents, and transaction brokers. It also covers sales techniques, sales outsourcing, the roles of sales managers and salespeople. It distinguishes between inside and outside sales. Finally, it compares marketing and sales, noting that sales focuses on short-term goals to fulfill demand while marketing takes a longer-term approach to understand customer needs and promote products.
1. The document provides an overview of marketing concepts including the nature and scope of marketing, the marketing mix, and different promotional methods.
2. It defines marketing as the total system of business activities designed to plan, price, promote and distribute want-satisfying products to target markets to achieve organizational objectives.
3. The marketing mix is described as the set of controllable tactical variables (product, price, place, promotion) that an organization combines to produce the response it wants in a target market.
Sales Success Through Better Process and automation steps so you can increase your profit and grow your sales pipeline in very specific steps - WIN-WIN situation
1) Sales management involves planning, directing, and controlling personnel to achieve sales goals and maximize profits. It includes recruiting, training, motivating the sales force.
2) Personal selling is a direct presentation to customers to persuade them to purchase products. It can take different forms like service, developmental, and creative selling depending on the situation.
3) Theories of selling include both seller-oriented and buyer-oriented approaches. Seller approaches focus on techniques like AIDA while buyer approaches examine the customer purchase decision process and factors that influence it like needs, solutions, and satisfaction.
This document provides definitions and concepts related to marketing from various sources. It defines marketing as identifying customer needs and satisfying them profitably. Marketing involves planning products and services to create value for customers and exchanges that benefit both parties. Key aspects of marketing include understanding customer needs and the environment in which customers operate in order to effectively position products and services through the marketing mix of product, price, place and promotion strategies.
This document discusses key concepts related to marketing. It begins by defining marketing as the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services. It then discusses the key elements of the marketing mix - product, price, place, and promotion. The document also distinguishes between sales and marketing, noting that sales involves getting customers to want what a company produces while marketing involves getting a company to produce what customers want. It emphasizes understanding customer needs, wants, and demands as the starting point for marketing and developing long-term customer relationships.
The document discusses service distribution through intermediaries. It notes that services can be delivered either directly from the service principal or through intermediaries. Using intermediaries allows principals to make services locally available and share financial risks, while intermediaries promote services and gather customer information. Potential problems with intermediaries include conflicts over objectives and costs/rewards, difficulty controlling quality, and tension between empowerment and control. Franchising and using agents and brokers are also discussed as distribution methods that involve intermediaries.
Personal selling involves two-way communication between a sales representative and customer to match customer needs with products and services. It is an important part of the promotional mix, especially for complex, expensive, or infrequently purchased products. The personal selling process includes prospecting, preparation, an initial presentation, handling objections, negotiating to close the sale, and follow up. Demonstrations can be an effective way to showcase features and benefits during the presentation. The ultimate goal is to get the customer to make a purchase decision.
The document outlines J.A. Howard's behavioural equation theory of marketing which identifies 4 key elements: drives, cues, response, and reinforcement. It then provides details on each element, such as the two types of drives (innate and learned), the two types of cues (triggering and non-triggering), and how reinforcement strengthens responses. The theory is expressed through an equation, B=p X D X K X V, relating response to predisposition, drive, incentive potential, and cues. The document also discusses how salespeople can influence the variables in the equation to make sales.
This presentation by Ms. Himani covers designing customer value through products and services. It discusses the characteristics and classifications of products, differentiation of products and services, and pricing strategies. The presentation outlines the layout, characteristics of products, classifications based on nature and consumer intentions, characteristics of services, differentiation, factors influencing pricing, and methods of pricing. It provides an overview of key concepts for designing customer value through the use of products and services.
This document provides an overview of key concepts in sales management. It discusses the evolution of modern sales management practices and the objectives of sales management in aligning sales strategies with organizational goals. Personal selling is described as involving oral conversations to provide solutions, expertise, and serve as an interface between organizations and customers. The document also examines different sales organization structures and the responsibilities, qualities, and legal/ethical obligations of sales personnel. Emerging trends in sales management are noted as increasingly utilizing technology, focusing on relationships and customer orientation, and employing diverse new selling methods.
The document discusses several theories of selling:
1. The AIDAS theory outlines 5 stages a prospect goes through - Attention, Interest, Desire, Action, and Satisfaction. A sales presentation must guide the prospect through these stages.
2. The "Right Set of Circumstances" theory posits that a sale occurs when all external factors are favorable. The seller must present the right stimuli to elicit the desired response.
3. The Buying Formula Theory emphasizes understanding the buyer's needs and finding the appropriate solution. It models the buyer's response as moving from need to purchase to satisfaction.
This chapter discusses key marketing concepts including the marketing concept, production concept, selling concept, and product concept. It explains that the marketing concept focuses on determining customer needs and satisfying them profitably. In contrast, the production, selling, and product concepts are more product-focused than customer-focused. The chapter also discusses the importance of market orientation versus internal orientation for business success and outlines characteristics of effective marketing strategies like segmentation, targeting, and positioning.
This document discusses personal selling and sales promotion. It examines the key elements of developing a personal selling plan, including setting objectives, assigning responsibilities, establishing a budget, determining sales positions, selecting sales techniques, outlining sales tasks, and applying the plan. It also looks at the key elements of developing a sales promotion plan, such as setting objectives, assigning responsibility, outlining the overall plan, selecting promotion types, coordinating the plan, and evaluating success.
The document outlines the key objectives and concepts related to personal selling and sales promotion. It discusses the role of salespeople, the four sales channels, and trends in personal selling like relationship and consultative selling. The document also describes the three basic sales tasks, the seven steps in the sales process, and the seven functions of a sales manager. Finally, it discusses the role of ethics in personal selling and provides an overview of consumer-oriented and trade-oriented sales promotions.
The document discusses the meaning and roles of selling, the duties and responsibilities of salespeople, and the traits that make an effective salesperson. It covers topics like direct and indirect selling activities, the sales process for indoor and outdoor selling, different types of discounts and pricing policies, and important personal qualities for salespeople like being goal-oriented, inquisitive, tenacious, self-aware, assertive, and empathetic. Effective salespeople need both strong empathy skills to understand customers and an ego drive to personally want to make the sale.
The document discusses personal selling and salespeople. It defines personal selling as oral communication with potential buyers to make a sale. Salespeople play key roles like identifying business opportunities, developing relationships, and providing customer solutions. Their activities include selling, servicing customers, and reporting. Effective salespeople have traits like motivation, customer knowledge, communication skills, and building long-term relationships. The rewards of a sales career are independence, financial benefits, and opportunities for advancement into management.
Theories of Selling
1. AIDAS” theory
2.“Right set of circumstances” theory
3.“Buying-formula” theory
4.“Behavioural equation” theory
Securing Attention
Gaining Interest
Inducing Actions:
J.A Howard
Non-triggering cues
Triggering cues:
Informational cues
A Reinforcement
Specific product information cues
This document provides an overview of business principles including marketing, sales, financial management, and innovation. It discusses key topics such as defining business markets, organizational goals and factors that influence innovation, different business structures, marketing mix and techniques, importance of financial planning and budgets, and principles of market research. The objectives are to help understand customer interactions, external influences on business, legal obligations, and what drives new product development and marketing strategies. Various models of innovation and factors affecting organizational goals are presented.
The document summarizes several theories of personal selling:
1. The AIDAS theory proposes that a sales presentation should move a prospect through the stages of attention, interest, desire, action, and satisfaction.
2. The "right set of circumstances" theory posits that the salesperson must present the proper stimuli or appeals to elicit the desired response from the prospect based on their particular circumstances.
3. The buying formula theory emphasizes understanding the buyer's needs and finding a suitable product solution, ensuring the product and brand are adequately associated with satisfaction for the buyer.
The document discusses personal selling as a promotional technique. It defines personal selling as oral communication with potential buyers to make a sale and build relationships. The personal selling process involves several steps like prospecting, presentation, handling objections, and follow up. Personal selling allows for customization and interaction but is more expensive than other promotions. Qualities of a good salesperson include knowledge, empathy, organization, and problem-solving skills.
This document defines sales and sales roles. It discusses different types of sales agents such as sales brokers, buyers brokers, dual agents, and transaction brokers. It also covers sales techniques, sales outsourcing, the roles of sales managers and salespeople. It distinguishes between inside and outside sales. Finally, it compares marketing and sales, noting that sales focuses on short-term goals to fulfill demand while marketing takes a longer-term approach to understand customer needs and promote products.
1. The document provides an overview of marketing concepts including the nature and scope of marketing, the marketing mix, and different promotional methods.
2. It defines marketing as the total system of business activities designed to plan, price, promote and distribute want-satisfying products to target markets to achieve organizational objectives.
3. The marketing mix is described as the set of controllable tactical variables (product, price, place, promotion) that an organization combines to produce the response it wants in a target market.
Sales Success Through Better Process and automation steps so you can increase your profit and grow your sales pipeline in very specific steps - WIN-WIN situation
1) Sales management involves planning, directing, and controlling personnel to achieve sales goals and maximize profits. It includes recruiting, training, motivating the sales force.
2) Personal selling is a direct presentation to customers to persuade them to purchase products. It can take different forms like service, developmental, and creative selling depending on the situation.
3) Theories of selling include both seller-oriented and buyer-oriented approaches. Seller approaches focus on techniques like AIDA while buyer approaches examine the customer purchase decision process and factors that influence it like needs, solutions, and satisfaction.
This document provides definitions and concepts related to marketing from various sources. It defines marketing as identifying customer needs and satisfying them profitably. Marketing involves planning products and services to create value for customers and exchanges that benefit both parties. Key aspects of marketing include understanding customer needs and the environment in which customers operate in order to effectively position products and services through the marketing mix of product, price, place and promotion strategies.
This document discusses key concepts related to marketing. It begins by defining marketing as the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services. It then discusses the key elements of the marketing mix - product, price, place, and promotion. The document also distinguishes between sales and marketing, noting that sales involves getting customers to want what a company produces while marketing involves getting a company to produce what customers want. It emphasizes understanding customer needs, wants, and demands as the starting point for marketing and developing long-term customer relationships.
The document discusses service distribution through intermediaries. It notes that services can be delivered either directly from the service principal or through intermediaries. Using intermediaries allows principals to make services locally available and share financial risks, while intermediaries promote services and gather customer information. Potential problems with intermediaries include conflicts over objectives and costs/rewards, difficulty controlling quality, and tension between empowerment and control. Franchising and using agents and brokers are also discussed as distribution methods that involve intermediaries.
Personal selling involves two-way communication between a sales representative and customer to match customer needs with products and services. It is an important part of the promotional mix, especially for complex, expensive, or infrequently purchased products. The personal selling process includes prospecting, preparation, an initial presentation, handling objections, negotiating to close the sale, and follow up. Demonstrations can be an effective way to showcase features and benefits during the presentation. The ultimate goal is to get the customer to make a purchase decision.
The document outlines J.A. Howard's behavioural equation theory of marketing which identifies 4 key elements: drives, cues, response, and reinforcement. It then provides details on each element, such as the two types of drives (innate and learned), the two types of cues (triggering and non-triggering), and how reinforcement strengthens responses. The theory is expressed through an equation, B=p X D X K X V, relating response to predisposition, drive, incentive potential, and cues. The document also discusses how salespeople can influence the variables in the equation to make sales.
This presentation by Ms. Himani covers designing customer value through products and services. It discusses the characteristics and classifications of products, differentiation of products and services, and pricing strategies. The presentation outlines the layout, characteristics of products, classifications based on nature and consumer intentions, characteristics of services, differentiation, factors influencing pricing, and methods of pricing. It provides an overview of key concepts for designing customer value through the use of products and services.
This document provides an overview of key concepts in sales management. It discusses the evolution of modern sales management practices and the objectives of sales management in aligning sales strategies with organizational goals. Personal selling is described as involving oral conversations to provide solutions, expertise, and serve as an interface between organizations and customers. The document also examines different sales organization structures and the responsibilities, qualities, and legal/ethical obligations of sales personnel. Emerging trends in sales management are noted as increasingly utilizing technology, focusing on relationships and customer orientation, and employing diverse new selling methods.
The document discusses several theories of selling:
1. The AIDAS theory outlines 5 stages a prospect goes through - Attention, Interest, Desire, Action, and Satisfaction. A sales presentation must guide the prospect through these stages.
2. The "Right Set of Circumstances" theory posits that a sale occurs when all external factors are favorable. The seller must present the right stimuli to elicit the desired response.
3. The Buying Formula Theory emphasizes understanding the buyer's needs and finding the appropriate solution. It models the buyer's response as moving from need to purchase to satisfaction.
This chapter discusses key marketing concepts including the marketing concept, production concept, selling concept, and product concept. It explains that the marketing concept focuses on determining customer needs and satisfying them profitably. In contrast, the production, selling, and product concepts are more product-focused than customer-focused. The chapter also discusses the importance of market orientation versus internal orientation for business success and outlines characteristics of effective marketing strategies like segmentation, targeting, and positioning.
This document discusses personal selling and sales promotion. It examines the key elements of developing a personal selling plan, including setting objectives, assigning responsibilities, establishing a budget, determining sales positions, selecting sales techniques, outlining sales tasks, and applying the plan. It also looks at the key elements of developing a sales promotion plan, such as setting objectives, assigning responsibility, outlining the overall plan, selecting promotion types, coordinating the plan, and evaluating success.
The document outlines the key objectives and concepts related to personal selling and sales promotion. It discusses the role of salespeople, the four sales channels, and trends in personal selling like relationship and consultative selling. The document also describes the three basic sales tasks, the seven steps in the sales process, and the seven functions of a sales manager. Finally, it discusses the role of ethics in personal selling and provides an overview of consumer-oriented and trade-oriented sales promotions.
The document discusses the meaning and roles of selling, the duties and responsibilities of salespeople, and the traits that make an effective salesperson. It covers topics like direct and indirect selling activities, the sales process for indoor and outdoor selling, different types of discounts and pricing policies, and important personal qualities for salespeople like being goal-oriented, inquisitive, tenacious, self-aware, assertive, and empathetic. Effective salespeople need both strong empathy skills to understand customers and an ego drive to personally want to make the sale.
The document discusses personal selling and salespeople. It defines personal selling as oral communication with potential buyers to make a sale. Salespeople play key roles like identifying business opportunities, developing relationships, and providing customer solutions. Their activities include selling, servicing customers, and reporting. Effective salespeople have traits like motivation, customer knowledge, communication skills, and building long-term relationships. The rewards of a sales career are independence, financial benefits, and opportunities for advancement into management.
Theories of Selling
1. AIDAS” theory
2.“Right set of circumstances” theory
3.“Buying-formula” theory
4.“Behavioural equation” theory
Securing Attention
Gaining Interest
Inducing Actions:
J.A Howard
Non-triggering cues
Triggering cues:
Informational cues
A Reinforcement
Specific product information cues
This document provides an overview of business principles including marketing, sales, financial management, and innovation. It discusses key topics such as defining business markets, organizational goals and factors that influence innovation, different business structures, marketing mix and techniques, importance of financial planning and budgets, and principles of market research. The objectives are to help understand customer interactions, external influences on business, legal obligations, and what drives new product development and marketing strategies. Various models of innovation and factors affecting organizational goals are presented.
Apple carefully segments its target markets and produces high-quality, high-priced products in limited quantities. The main targets are high-income earners, businessmen, and teenagers. Apple focuses on producing goods and services that meet consumer needs for the latest technology, versatility, and ease of use across all Apple devices. The marketing mix discusses Apple's products, including phones, tablets, computers, and supporting services, as well as price, placement, and promotion strategies.
The document discusses the responsibilities, policies, and practices of purchasing as well as the major functions and sub-functions of personnel management. It then provides definitions and evolution of modern marketing as well as the importance and functions of marketing including setting objectives, the marketing mix of product, price, distribution channels, and promotion.
Sales management involves planning, directing, and controlling a company's personal selling efforts. It includes three main processes:
1. Formulation of the strategic sales program and integrating it with the company's overall marketing strategy.
2. Implementation, which involves selecting and training sales personnel to direct their efforts towards achieving corporate objectives.
3. Evaluation by developing methods to monitor and evaluate individual salesforce performance.
Sales and Sales Management: Meaning and DefinitionAmitabh Mishra
A sale is the pinnacle activity involved in selling products/services in return for money or other compensation. It is an act of completion of a commercial activity.
Sales is everything that you do to close the sale and get a signed agreement or contract.
This document provides an introduction to marketing concepts. It defines key marketing terms like market and marketing. It explains that marketing is the exchange of goods and services for money or other values to meet needs profitably. The document also distinguishes between selling and marketing. It describes the marketing mix, which consists of the 4 P's: product, price, place, and promotion. It outlines the importance of marketing and lists key marketing functions like market research, product design, branding, promotion, and customer support.
This document discusses marketing concepts and banking services. It begins with definitions of marketing from Philip Kotler and an overview of the scope of marketing. It then discusses the differences between selling and marketing, and the key functions of marketing management. It defines products and services, especially financial services. The rest of the document focuses on how to market banking services, discussing the 4P model, 4S principles, branding, and the role of social media in marketing banking services.
This document provides an overview of key concepts in sales management and analytics including sales forecasting, recruitment, selection, and training. It discusses common sales management topics such as sales quotas, territories, and budgets. Various sales forecasting methods are described including qualitative and quantitative techniques. The roles and objectives of sales management are outlined in recruiting, selecting, and training a sales team. Factors affecting sales forecasting and elements of an effective forecast are also summarized.
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.
This document provides an introduction to marketing concepts from the perspective of Asst. Prof. Venkatesh.N of Koshys Institute of Management Studies. It discusses key topics such as the meaning and definition of marketing, the marketing management process, marketing concepts including production, product, selling, and societal concepts. It also examines marketing functions like merchandising, physical distribution, and facilitating functions. Different approaches to studying marketing are outlined including the commodity, institutional, functional, and management decision-making approaches. The goal of the modern marketing concept is discussed as meeting customer needs profitably through an integrated approach focused on customer orientation, satisfaction and welfare.
This document outlines key concepts in marketing tourism as a service product. It defines marketing and differentiates it from selling, discussing how marketing focuses on customer needs through integrated efforts. The document also describes the evolution of marketing from a production to sales to modern customer-oriented approach. It covers characteristics of tourism as a service, risks, and adoption of marketing operations. Finally, it discusses criticisms of purely profit-focused marketing and the importance of societal responsibility.
Relationship Marketing: Where Personal Selling Fits - Chapter 2 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
This document provides an overview of the nature and scope of marketing. It discusses the history of marketing from early barter systems to the rise of specialized sellers and businesses. Marketing is defined from several perspectives focusing on satisfying customer needs through exchange. The document also outlines the development of different marketing orientations over time from a production focus to a modern customer-centric marketing concept. Overall, the summary emphasizes that marketing involves understanding customers and creating value for both customers and organizations.
This document provides an overview of key marketing concepts including the marketing concept, marketing environment, market research, demand forecasting, consumer and organizational buying behavior, marketing mix, product life cycle, new product development, distribution, promotion, personal selling, and pricing decisions. It also compares selling and marketing orientations and discusses factors influencing marketing communications.
This document provides an overview of marketing management and key marketing concepts. It defines marketing as understanding customer needs and wants in order to develop products and services, set prices, distribute products, and promote in a way that satisfies customers and leads to profits. The document outlines the marketing process and discusses the evolution of marketing concepts from production-oriented to a customer-focused marketing concept. It also defines the key elements of the marketing mix - product, price, place, and promotion.
This document provides an overview of marketing concepts including definitions of marketing, the marketing process, marketing environment, and market segmentation, targeting, and positioning.
It defines marketing as a planned process to identify customer needs and satisfy them through products and services. The key aspects of the marketing process are identified as environmental scanning, identifying customer needs and wants, developing products/services, determining value and cost, exchange, customer relationship management, and understanding customer behavior.
It also describes the various components of the marketing environment including microenvironment factors like suppliers, marketing intermediaries and competitors as well as macroenvironment factors such as political, economic, technological, cultural, and natural forces.
Market segmentation involves dividing the market into distinct groups based
The document provides an overview of marketing and marketing management, defining marketing as a process of understanding customer needs and delivering value through products and services, with the goal of attracting new customers and retaining existing ones. It discusses marketing management philosophies like the production, product, selling, and marketing concepts. The chapter outlines then cover topics in marketing environments, market opportunities, strategy, and the marketing mix.
This document provides an introduction to the topic of Marketing Management. It discusses key concepts such as the nature and scope of marketing, marketing orientations like production and product concepts, and the marketing mix of product, price, place, and promotion. It also examines the marketing environment including the microenvironment of suppliers, customers and competitors as well as the macroenvironment factors such as economic, natural, technological, cultural and political environments. The document aims to give an overview of foundational marketing concepts.
The document discusses the buddy system, where a new employee is paired with an experienced employee, or "buddy", to help them acclimate to the new organization. A buddy acts as a point of contact, answering questions and introducing the new employee to others. They show the new employee around and explain policies and procedures but do not handle formal responsibilities like performance reviews. The buddy system benefits both the new employee by easing their transition and helping them network, and the buddy by allowing them to develop leadership skills while recognizing their performance.
Marketing involves understanding customers, creating value for them, and building relationships. It encompasses functions like buying, selling, transporting, storing, financing, and taking risks. The goal is satisfying customer needs better than competitors to earn their business. Companies must understand customer value as the benefits received versus costs incurred. Maintaining superior customer value leads to satisfaction, retention, and profitable long-term relationships.
The organization has limited resources and must achieve its goals effectively within those constraints. Marketing involves selecting, creating, communicating, and enhancing value for customers. There are various ways to segment markets, including demographically, geographically, and by customer behaviors and needs. Effective segmentation criteria includes segments being measurable, substantial, accessible, differentiable, and having profiles where actionable strategies can be developed. Companies must evaluate segment attractiveness and fit with their objectives to determine the most suitable target markets.
The document discusses several key marketing concepts:
1. It defines needs, wants, demands, products/offerings, value, exchange, and customer satisfaction.
2. It explains that a market is the sum of all buyers and sellers in a given area, and that markets can be physical or virtual, local or global.
3. It also briefly outlines different types of markets, including available market, market minimum, and market potential.
This document outlines the objectives and content of a course on basics of marketing. It discusses key topics like defining marketing and its functions, understanding customer needs and behaviors, analyzing the marketing environment, selecting target markets, and the marketing mix, especially the product aspect. The objectives are to introduce marketing concepts and frameworks, emphasize external environment analysis, and expose students to different marketing approaches for various contexts. Sessions cover definitions, concepts, frameworks, analyses and case studies related to these topics.
This document outlines the objectives and content of a course on basics of marketing. It discusses key topics like defining marketing and its functions, understanding customer needs and behaviors, analyzing the marketing environment, selecting target markets, and the marketing mix, especially the product aspect. The objectives are to introduce marketing concepts, emphasize external environment analysis, and expose students to systematic marketing frameworks and approaches for different contexts. Various sessions cover definitions, concepts, frameworks, and exercises related to the topics.
The document discusses market segmentation. It defines market segmentation as dividing a market into groups of customers with similar needs and wants. It discusses the importance of segmentation and different levels of segmentation including mass marketing, niche marketing, and individual marketing. It also covers bases for segmenting consumer and business markets such as geography, demographics, psychographics, behaviors, operating variables, and purchasing approaches. The document emphasizes selecting attractive and accessible market segments that the company can effectively serve based on its objectives and resources. It provides examples of market positioning strategies.
The document discusses the marketing mix, also known as the 4Ps - product, price, place, and promotion. It defines each P and provides examples. Place refers to distribution channels and how a product reaches customers. It also discusses criticisms of the 4Ps for taking a seller's perspective rather than a customer perspective. The 4Ps are now sometimes called the 4Cs - customer solution, customer cost, convenience, and communication. The marketing mix is a key part of developing a marketing strategy to meet business objectives.
Enterprise analysis identifies business opportunities and determines the optimal investment path for an enterprise. It identifies business needs, assesses the impact of change, and determines feasible solution approaches. Key deliverables include feasibility studies, business cases, risk assessments, and solution scopes. A business analyst performing enterprise analysis should understand the business vision, organizational structure, business functions and processes, information requirements, and regulatory environment.
- Godrej is an Indian conglomerate founded in 1897 and headquartered in Mumbai. It operates in various industries including chemicals, real estate, FMCG, appliances, furniture, and security.
- In the fiscal year 2014-2015, Godrej reported total income of Rs. 1,691.87 crores and total expenditure of Rs. 1,559.70 crores.
- As of March 31, 2015, Godrej had total assets of Rs. 4,270.77 crores consisting of non-current assets of Rs. 3,745.60 crores such as investments and fixed assets, and current assets of Rs. 525.17 crores including inventories, receivables
JioReliance Jio Infocomm Limited is a wholly owned subsidiary of Reliance Industries, headquartered in Navi Mumbai, Maharashtra. It provides 4G LTE wireless services and is the only operator providing VoLTE services without 2G/3G networks. It was founded in 2010 and launched its commercial operations in September 2016. Within the first month, it acquired over 16 million subscribers, making it the fastest growing network operator. Jio aims to provide affordable internet access to help bridge the digital divide in India.
Communication skills allow one to exchange information, change behavior, and persuade through language, writing, visuals, and body language both formally and informally. Barriers to communication include semantic, emotional, and organizational barriers such as differing symbols, poorly expressed messages, distrust, and complex organizational policies. Effective communication involves paying attention to verbal and nonverbal messages as well as maintaining clarity, adequacy, integrity, and proper timing through eye contact, body language, and clear expression.
The document is about three students - Miss Rupali Kadam, Miss Saloni kedar, and Miss Aishwarya - who have written a paper together on the topic of Surag. The paper likely discusses cultural, historical or other aspects related to Surag by the three authors.
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive function. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
This document summarizes an internship project on the employee life cycle at Sandvik Asia Private Limited in Pune, India. It discusses the importance of understanding the employee life cycle and describes the key stages an employee progresses through from recruitment to retirement. The document outlines Sandvik's profile and operations. It then describes the research methodology used in the study, which included a questionnaire and analysis of company documents and records. Charts are presented analyzing different aspects of the employee life cycle such as notice periods, submission of documents, reasons for employee separations, and processing of retirement benefits. In conclusion, the study provides insights into managing the various stages of an employee's tenure.
Exploiting Artificial Intelligence for Empowering Researchers and Faculty, In...Dr. Vinod Kumar Kanvaria
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বাংলাদেশের অর্থনৈতিক সমীক্ষা ২০২৪ [Bangladesh Economic Review 2024 Bangla.pdf] কম্পিউটার , ট্যাব ও স্মার্ট ফোন ভার্সন সহ সম্পূর্ণ বাংলা ই-বুক বা pdf বই " সুচিপত্র ...বুকমার্ক মেনু 🔖 ও হাইপার লিংক মেনু 📝👆 যুক্ত ..
আমাদের সবার জন্য খুব খুব গুরুত্বপূর্ণ একটি বই ..বিসিএস, ব্যাংক, ইউনিভার্সিটি ভর্তি ও যে কোন প্রতিযোগিতা মূলক পরীক্ষার জন্য এর খুব ইম্পরট্যান্ট একটি বিষয় ...তাছাড়া বাংলাদেশের সাম্প্রতিক যে কোন ডাটা বা তথ্য এই বইতে পাবেন ...
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A review of the growth of the Israel Genealogy Research Association Database Collection for the last 12 months. Our collection is now passed the 3 million mark and still growing. See which archives have contributed the most. See the different types of records we have, and which years have had records added. You can also see what we have for the future.
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BÀI TẬP BỔ TRỢ TIẾNG ANH 8 CẢ NĂM - GLOBAL SUCCESS - NĂM HỌC 2023-2024 (CÓ FI...
basic of marketing
1. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Learning Objectives
• To understand the Marketing definition & the
steps in Marketing Process
• To understand the Marketing functions
• Importance of understanding the customers &
the marketplace and five core marketplace
concepts
• Marketing Approaches
• Creating customer value is a key for
implementing the marketing concepts in practice
2. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Generally people says
Marketingis
3. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Contd…
• -Market-In ( Get into the market & see )
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Contd..
• -Market-In ( Get into the market & see )
• shopping
5. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Contd…
• Market-In ( Get into the market & see )
• shopping
• Telling & Selling
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Contd…
• Market-In ( Get into the market & see )
• shopping
• Telling & Selling
• Advertising
7. 11/07/18 Prof. Ravindra B. Gawali/BOM
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But is it Reality
• Yes or no
9. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Let us see then
• What is
•MARKETING
10. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Definitions:
• “Marketing is managing
profitable customer
relationship.”
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Definitions CONTD..
• “Marketing is a social & managerial process
by which individuals and organizations
obtain what they need & want
through creating & exchanging value with
others.”
… widely accepted & broader definition
by
Philip Kotler
12. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Contd…
• Marketing is defined as the activity, set of
institutions, and processes for
creating,communicating,
delivering,and managing offerings
that have value for customers
,clients,partners,and society at large
..American Marketing association
(Definition approved in the year 2007)
13. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Definitions CONTD….
• “The Management process responsible
for identifying, anticipating and
satisfying customer requirements
profitably.”
….The Chartered Instititute of Marketing
• ( The world’s largest Marketing Body )
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Definitions CONTD..
• “Marketing is the process by which
companies create value for customers and
build strong customer relationships in
order to capture value from customers in
return.”
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Let us see Marketing Process
A simple model of the
Marketing Process
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•
Understand the
Marketing Place &
Customer needs and
wants
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Understand the
Marketing Place &
Customer needs and
wants
Design a Customer
driven marketing
strategy
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Understand the Marketing
Place & Customer needs
and wants
Design a Customer driven
marketing strategy
Construct an Integrated
Marketing program that
delivers superior customer
customer value
19. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Understand the Marketing
Place & Customer needs
and wants
Design a Customer driven
marketing strategy
Construct an Integrated
Marketing program that
delivers superior customer
customer value
Build profitable
relationships & cretae
customer delight
20. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Understand the Marketing
Place & Customer needs
and wants
Design a Customer driven
marketing strategy
Construct an Integrated
Marketing program that
delivers superior customer
customer value
Build profitable
relationships & create
customer delight
capture value from
cutomers to cretae profits
& customer equity
21. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Functions of Marketing
• Marketing facilitates
PRODUCTION & CONSUMPTION
It matches
Heterogeneous supply capabilities with
heterogeneous demand
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Functions of Marketing contd…
• Buying: means looking for & evaluating
goods & services
23. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Functions of Marketing contd…
• Buying: means looking for & evaluating
goods & services
• Selling: It involves promoting product. It
includes use of personal selling,
advertising, and other direct & mass
selling methods
24. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Functions of Marketing contd…
• Buying: means looking for & evaluating
goods & services
• Selling: It involves promoting product. It
includes use of personal selling,
advertising, and other direct & mass
selling methods
• Transporting: means movement of goods
from one place to another
25. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Functions of Marketing contd…
• Buying: means looking for & evaluating goods &
services
• Selling: It involves promoting product. It includes
use of personal selling, adverstising, and other
direct & mass selling methods
• Transporting: means movement of goods from
one place to another
• Storing: means holding goods until customers
hold them
26. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Functions of Marketing contd…
• Buying: means looking for & evaluating goods &
services
• Selling: It involves promoting product. It includes
use of personal selling, advertising, and other
direct & mass selling methods
• Transporting: means movement of goods from
one place to another
• Storing: means holding goods until customers
hold them
• Standardization & grading: involves sorting
products according to size & quality
27. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Functions of Marketing contd…
• Buying: means looking for & evaluating goods & services
• Selling: It involves promoting product. It includes use of
personal selling, advertising, and other direct & mass
selling methods
• Transporting: means movement of goods from one place
to another
• Storing: means holding goods until customers hold them
• Standardization & grading: involves sorting products
according to size & quality
• Financing: provides necessary cash & credit to
produce, transport, store, promote, sale & buy
products
28. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Functions of Marketing contd…
• Buying: means looking for & evaluating goods & services
• Selling: It involves promoting product. It includes use of
personal selling, adverstising, and other direct & mass
selling methods
• Transporting: means movement of goods from one place
to another
• Storing: means holding goods until customers hold them
• Standardization & grading: involves sorting products
according to size & quality
• Financing: provides necessary cash & credit to produce,
transport, store, promote, sale & buy products
• Risk Taking: involves bearing the uncertainties that
are part of the marketing process
29. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Functions of Marketing contd…
• Buying: means looking for & evaluating goods & services
• Selling: It involves promoting product. It includes use of personal
selling, adverstising, and other direct & mass selling methods
• Transporting: means movement of goods from one place to another
• Storing: means holding goods until customers hold them
• Standardization & grading: involves sorting products according to
size & quality
• Financing: provides necessary cash & credit to produce, transport,
store, promote, sale & buy products
• Risk Taking: involves bearing the uncertainties that are part of the
marketing process
• Marketing Information Function: It involves the collection,
analysis & distribution of all the information needed to plan,
carry out & control marketing activities.
30. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Functions of Marketing contd…• Buying: means looking for & evaluating goods & services
• Selling: It involves promoting product. It includes use of personal selling, adverstising,
and other direct & mass selling methods
• Transporting: means movement of goods from one place to another
• Storing: means holding goods until customers hold them
• Standardization & grading: involves sorting products according to size & quality
• Financing: provides necessary cash & credit to produce, transport, store, promote,
sale & buy products
• Risk Taking: involves bearing the uncertainties that are part of the marketing process
• Marketing Information Function: It involves the collection, analysis & distribution of all
the information needed to plan, carry out & control marketing activities.
• Producers, consumers and marketing specialists
sometimes handle the some of the marketing
functions. Some marketing specialists like Ad
agencies, market research firms, IT firms etc may
develop to fill market needs, there is a responsibility
for performing the marketing functions can be
shifted & shared in a variety of ways.
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Core Concepts of Marketing:
Need:
Need describe basic human
requirements.
It’s state of felt deprivation.
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Want:
• the need becomes wants when
they are directed to specific
objects that might satisfy the needs.
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Demands:
•
are wants for specific products
backed by an ability to
pay.
•
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Product or offerings :
• A product is any offering that can
satisfy need or wants.
• Bundle of attributes which is having want
satisfying capacity is called products.
• Market offerings: Offerings may be
goods or services.
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Value:
•
It is ratio between what the customer
gets & what he gives.
• Value = Benefits = Functional benefits +Emotional Benefits
• Costs Monetary cost + time costs + energy costs +
• psychic costs
•
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Exchange:
•
The act of obtaining a desired
object from someone by offering
something in return
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Customer satisfaction:
is a
function of the closeness between the buyer’s expectations & the
product’s perceived performance.
3 situations :
• 1.If performance falls short of expectations, the customer is
disappointed
• 2.If it meets expectations, the customer is satisfied
• 3.If it exceeds expectations, the customer is delighted
.
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Marketing Approaches-what is it?
.
• What philosophy should guide the
company’s marketing efforts?
• How the company orients
themselves towards the
marketplace?
These questions decides……
•
39. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Marketer’s decides their approach
of conducting marketing activities in
their firm
•
• Production concept holds that
consumers will prefer products that
are widely available &
inexpensive
40. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Marketing Approaches contd..
• Product concept holds that consumers will
favor those products that offer the
most quality, performance or
innovative features
•
41. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Marketing Approaches contd..
• Selling concepts hold that consumers
& businesses, if left alone, will
ordinarily not buy enough of the
organizations products. The
organization must, therefore, undertake an
aggressive selling & promotion efforts.
•
42. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Marketing Approaches contd..
• Marketing concepts holds that the key to
achieving the organizational goals
consists of the companies being more
effective than the competitors in
creating, delivering and
communicating the customer value
to it’s chosen target market
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Societal Marketing concept
• The Societal Marketing concepts holds
that the organization’s task is to
determine the needs, wants & interests
of target markets and to deliver the
desired satisfaction more
effectively & efficiently than
competitors in a way that preserves or
enhances the consumers & society’s
welfare.
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Relationship Marketing
• Relationship Marketing aims to build
mutually satisfying long term
relationships with key constituents
in order to earn & retain their business.
45. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Integrated Marketing
• The marketer’s task is to devise marketing
activities and assemble fully integrated
marketing programs to create,
communicate & deliver value for
consumers.
• According to McCarthy these marketing
activities can be classified in the form of 4P’s
of marketing i.e. Price, Place, and
Promotion & Product.
46. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Internal Marketing
• ensures that everyone in the
organization embraces appropriate
marketing principles especially senior
management.
• Inetrnal Marketing is the task of hiring,
training and motivating able employees
who wants to serve customer well.
47. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Performance marketing
• helps to understand the returns to the
business from marketing activities
and programs, as well as addressing
broader concerns and their legal, ethical,
social & environmental effects.
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Socially responsible marketing
• The effects of the marketing clearly
extend beyond the company
and the customer to society as
a whole. Marketers must carefully
consider their role in broader terms, and
the ethical,social,environmental & legal
context of their activities
49. 11/07/18 Prof. Ravindra B. Gawali/BOM
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HOLISTIC MARKETING
DIMENSIONS:
The Holistic Marketing concept is based on
the design, development, and
implementation of marketing programs,
processes and activities that recognizes
their breadth and interdependencies.
• It recognizes that “Everything Matters” in
marketing and that a broad, integrated
perspective is often necessary
– Let us see the diagram…..
51. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Marketing Myopia contd..
•What it is?
52. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Marketing Myopia contd…
• It is shortsightedness about the
market conditions.
• There is lack of understanding about the
market realities i.e. about the needs/demands
of the customers and his choices, creates
the situation which is nothing but marketing myopia.
In common man’s language it can be called as “Building
Castles in the airs”
53. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Marketing Myopia contd…
•
Naturally ?Is in which
situations/Marketing Approaches
it’s observed
Can u tell me……..
54. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Yes, it's correct
• Product approach
• Production approach
• Sales Approach
It’s observed.
How ? Can u explain
55. 11/07/18 Prof. Ravindra B. Gawali/BOM
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How to overcome this Myopia?
• That’s why MARKETING Approach
Get developed.
In ur mind there is ?
How marketing concepts is superior ?
Yeh..?
let us see diagram
56. 11/07/18 Prof. Ravindra B. Gawali/BOM
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The Marketing ConceptThe Marketing Concept
Profit
Customer
Satisfaction
Total Company
Effort
The
Marketing
Concept
57. 11/07/18 Prof. Ravindra B. Gawali/BOM
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• Customer Centric i.e. customer focus
• Competition oriented
• Outside in approach
• Market & demand orientation
• FUTURISTIC ORIENTATION & LONG TERM
DIRECTION
• Customer satisfaction is the key
• Survival, growth along with returns in terms of
profits can be ensured
• Vibrant, dynamic & responsive organization
• Improves standard of living of the society at large
• What is conclusion ?
58. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Why Marketing Philosophy is
Superior?-A CONCLUSION
• Customer is King. He is the reason for the
Business.
• Organization survival, growth, return &
ultimately success depends upon HIM
• How the every activities designed &
implemented at organization level serve
customers better than the competitors
59. 11/07/18 Prof. Ravindra B. Gawali/BOM
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Selling Vs Marketing
•Are u ready
to
•see the DIFFERENCE
60. 11/07/18 Prof. Ravindra B. Gawali/BOM
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1. Focus on needs of seller Focus on needs of buyer
2. Inside out approach Outside in approach
3. Narrow term Broader & comprehensive terms
4.
Selling starts with seller
and is always
preoccupied with the
needs of the seller
Marketing starts with buyer & focuses
constantly on the needs of buyer
5.
Emphasize on the
saleable surplus available
within the corporation
Seeks to convert customer needs into
products
6.
Views business as a
“Goods creating Process”
“Views business as a customer satisfying
7. Cost determines the price Consumers determine the price
8.
Emphasize on somehow”
selling”
Emphasize on” Integrated Marketing”
9.
Production is central
function
Marketing is central function which
revolves around customer needs
63. 11/07/18 Prof. Ravindra B. Gawali/BOM
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• “Benchmark means ______‟
a. Benches for customers to sit
b. Benches for salesmen to sit
c. Products displayed on a bench
d. Set standards
e. All of the above
• Answer
64. • Home loans are granted to ___
a. Individuals
b. Institutions
c. Builders
d. All of these
e. None of these
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65. • The meaning of “Conversion” in sales
is
a. Designing new products
b. Converting Purchasers into sellers
c. Converting sellers into purchasers
d. Converting prospective customers into
purchasers
e. Conversion of religion
•
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66. • A “Call in Marketing language means‟
_______
a. Calling On a salesperson
b. Calling on a customer
c. Making a phone call
d. Telemarketing
e. None of these
• Answer
•
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67. • A Safe Deposit Locker can be
canvassed among
a. All Existing account holders
b. Persons below poverty line
c. Students
d. Jewelers
e. ATM Cardholders
•
•
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68. • “Value Added Services” implies
a. Additional Knowledge of marketing staff
b. Service beyond normal Hours
c. Service with extra facilities
d. Marketing Agencies
e. Overtime work
• Answer
•
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
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69. • Optimum Results in marketing are
possible through
a. Increased Production
b. More number of Products
c. More sales staff
d. Motivated Staff
e. More ATMs
• Answer
•
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
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70. • Mutual Fund business from existing
customers can be canvassed through
a. Coercion
b. Cross-Selling
c. Internal Marketing
d. Outdoor Marketing
e. Road-Shows
• Answer
•
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
70
71. • Financial Planning is required when
a. One has no income
b. One is flushed with funds
c. One has no expenses to incur
d. One is illiterate
e. Income level is insufficient to meet the
expenses
• Answer
•
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
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72. • The sales process begins with
a. Customer Identification
b. Lead Generation
c. Sales Presentation
d. Sales closure
e. Sales meet
• Answer
–
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
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73. 11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
73
• Market Segmentation means
a. segmenting the salesmen
b. segmenting the employees
c. segmenting the customers as per their
needs
d. segmenting the products
e. All of these
• Answer
•
74. • A “Target Group means‟
a. a group of sellers
b. a group of buyers
c. a group of products
d. a group of persons at whom sales
should be focused
e. all of these
• Answer
•
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
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75. • Market information means
a. knowledge of industries
b. knowledge of households
c. knowledge of peers
d. knowledge of customers tastes‟
e. All of these
• Answer
• e. All of these
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
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76. • Digital Marketing is a way of
a. Direct Marketing
b. Indirect Marketing
c. A strategy of DSAs
d. All of these
e. None of these
• Answer
• a. Direct Marketing
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
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77. • Sales forecasting involves study of
a. Proper selling price
b. Sales planning
c. Distribution outlet
d. Consumer needs and demands
e. All of the above
• Answer
•
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
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78. • Market Research is needed for
a. Choosing the right sales person
b. Choosing the right products
c. Making proper marketing decisions
d. Deciding the sales incentives
e. None of these
• Answer
•
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
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79. • Marketing is termed as successful,
when
a. There is a rise in the number of
salesmen
b. There is no need for post-sales services
c. There is no need to give discounts
d. There is rise in sales through more
clients
e. Marketing is an ongoing process and
hence, can never be successful
• Answer
• d. There is rise in sales through more11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
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80. • Market Segmentation helps in
a. Identifying the target group
b. Focused marketing
c. Improved lead generation
d. Only (a) and (b)
e. All (a), (b) and (c)
• Answer
• e. All (a), (b) and (c)
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
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81. • Marketing Strategy means
a. Ideas for new employment
b. Old techniques of selling
c. Techniques for improving marketing
activities
d. Techniques for increasing production
e. Networking
• Answer
•
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
81
82. • Digital marketing is similar to
a. Online marketing
b. Cold calling
c. Web designing
d. Market forecast
e. Outdoor marketing
• Answer
•
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PPTs/chapter1/session12
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83. • DSA stands for
a. Delivery Staff Agency
b. Direct Selling Agency
c. Distributors and Supply Agency
d. Driving Sales Ahead
e. Direct Sales Authority
• Answer
•
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
83
84. • Direct Marketing means
a. Advertisements
b. Banners
c. Face-to-face selling
d. Selling by all staff
e. Achieving targets
• Answer
•
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
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85. • Market share means
a. Market price of shares
b. Sensex
c. Share market
d. Share of business among peers
e. Market volatility
• Answer
•
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PPTs/chapter1/session12
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86. • The ultimate aim of Marketing is to
provide
a. More business to the Company
b. More profit
c. More staff
d. More production
e. More products
• Answer
•
11/07/18 Prof. Ravindra B. Gawali/BOM
PPTs/chapter1/session12
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87. • _________is the process of evaluating
each segment’s attractiveness and
selecting one or more segments
a. Targeting
b. Segmenting
c. Positioning
d. Distribution
• Answer
•
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