1) Sales promotion includes activities like coupons, rebates, contests and sampling that are used to incentivize short-term purchases.
2) Personal selling involves face-to-face interactions between salespeople and customers to explain products and services. It follows a process that includes generating leads, qualifying them, probing customer needs, and closing the sale.
3) Sales management oversees the sales process by defining goals and metrics, determining staffing needs, recruiting and training salespeople, motivating performance, and evaluating results.
This document discusses various components of promotion mix including advertising, public relations, personal selling, and sales promotion. It then covers key concepts related to each component such as the communication process, target audience, and effectiveness of different promotional tools. Finally, it provides information on objectives, budget, and evaluation of promotional campaigns. The document provides an overview of promotional strategies and tools used by marketers.
This document discusses brand management and customer-based brand equity. It defines what a brand is and explains the challenges of brand management. It introduces the concept of customer-based brand equity and presents a model for building brand equity with customers. The model includes increasing brand awareness and salience, strengthening brand performance and imagery associations, improving customer judgments and feelings about the brand, and developing customer resonance and loyalty with the brand.
The document discusses key principles of marketing including creating and capturing customer value. It outlines Galina's value statement to provide superior value products to partners worldwide. The marketing process involves understanding customer needs, designing a customer-driven strategy, constructing an integrated marketing program, and building profitable relationships to capture value from customers. An effective marketing system involves all parties adding value including suppliers, the company, marketing intermediaries, competitors, and consumers. The best concept for Galina to follow is the marketing concept which focuses on knowing customer needs and wants to achieve organizational goals.
The document describes two models used to measure the brand equity of HP:
1. A variation of Aaker's Brand Equity Ten model, which compares HP to competitors on 11 attributes. HP scored lowest on willingness to recommend, value for money, and quality.
2. A multi-attribute regression model relating brand equity pillars like loyalty and premium to attributes. Regression analysis found HP scores lower on loyalty due to quality and service issues. However, HP is seen as a leveragable brand that could extend to other sectors.
Both models indicate HP has opportunities to improve brand equity by focusing on after-sales service, product quality and value to build greater loyalty and command higher prices.
This document discusses strategies for brand revitalization when a brand reaches maturity and profits decline. It identifies increasing usage, entering new markets, changing brand image, and enhancing the brand as key revitalization measures. Increasing usage involves reducing doubts about frequent use and providing incentives. New markets involve targeting segments not previously reached. Image change adds new associations or repositions associations that have become obsolete. Brand enhancement adds new differentiators like features or availability. The document also discusses branding challenges like deciding between branding vs no branding, manufacturer vs distributor brands, and strategies like line extensions, brand extensions, and co-branding.
The document discusses key aspects of merchandise planning and management for retailers. It addresses treating stores as products, objectives of merchandise planning like meeting corporate goals and improving customer service. It also covers factors that influence shopper behavior, assortment width and depth, developing merchandise plans, inventory level planning methods, discounts and terms of sale, and mechanics of managing merchandise through dollars and units. The overall aim is to provide guidance on developing successful merchandise strategies.
This document discusses strategies for revitalizing declining or dead brands. It identifies the main causes of brand decline as managerial actions, environmental factors, and competitive actions. Managerial missteps like compromising quality, frequent price increases without added value, price cuts using cheaper materials, neglecting the brand, and failing to stay relevant to the target market can weaken a brand over time. Environmental changes in technology or regulations and aggressive moves by competitors can also cause brands to fade. The document argues that reviving rather than replacing brands can leverage existing brand equity if the brand still commands premium status and has a clear differentiation. Research is key to understanding what made the brand successful originally and how to reposition it. Reviving a brand requires
Brands are names, symbols or designs that identify a seller's product or service and distinguish them from competitors. A brand is a valuable intangible asset that creates associations and perceptions for customers. Strong brands simplify customer decisions, build awareness and loyalty, and act as a quality signal. Developing brand equity involves crafting the brand identity, managing customer experiences and associations, and leveraging the brand through marketing activities. Co-branding and strategic brand extensions can help grow brands but must be carefully implemented to avoid damaging either partner brand. Proper brand positioning and ongoing management are needed to keep a brand relevant and differentiated over time.
This document discusses various components of promotion mix including advertising, public relations, personal selling, and sales promotion. It then covers key concepts related to each component such as the communication process, target audience, and effectiveness of different promotional tools. Finally, it provides information on objectives, budget, and evaluation of promotional campaigns. The document provides an overview of promotional strategies and tools used by marketers.
This document discusses brand management and customer-based brand equity. It defines what a brand is and explains the challenges of brand management. It introduces the concept of customer-based brand equity and presents a model for building brand equity with customers. The model includes increasing brand awareness and salience, strengthening brand performance and imagery associations, improving customer judgments and feelings about the brand, and developing customer resonance and loyalty with the brand.
The document discusses key principles of marketing including creating and capturing customer value. It outlines Galina's value statement to provide superior value products to partners worldwide. The marketing process involves understanding customer needs, designing a customer-driven strategy, constructing an integrated marketing program, and building profitable relationships to capture value from customers. An effective marketing system involves all parties adding value including suppliers, the company, marketing intermediaries, competitors, and consumers. The best concept for Galina to follow is the marketing concept which focuses on knowing customer needs and wants to achieve organizational goals.
The document describes two models used to measure the brand equity of HP:
1. A variation of Aaker's Brand Equity Ten model, which compares HP to competitors on 11 attributes. HP scored lowest on willingness to recommend, value for money, and quality.
2. A multi-attribute regression model relating brand equity pillars like loyalty and premium to attributes. Regression analysis found HP scores lower on loyalty due to quality and service issues. However, HP is seen as a leveragable brand that could extend to other sectors.
Both models indicate HP has opportunities to improve brand equity by focusing on after-sales service, product quality and value to build greater loyalty and command higher prices.
This document discusses strategies for brand revitalization when a brand reaches maturity and profits decline. It identifies increasing usage, entering new markets, changing brand image, and enhancing the brand as key revitalization measures. Increasing usage involves reducing doubts about frequent use and providing incentives. New markets involve targeting segments not previously reached. Image change adds new associations or repositions associations that have become obsolete. Brand enhancement adds new differentiators like features or availability. The document also discusses branding challenges like deciding between branding vs no branding, manufacturer vs distributor brands, and strategies like line extensions, brand extensions, and co-branding.
The document discusses key aspects of merchandise planning and management for retailers. It addresses treating stores as products, objectives of merchandise planning like meeting corporate goals and improving customer service. It also covers factors that influence shopper behavior, assortment width and depth, developing merchandise plans, inventory level planning methods, discounts and terms of sale, and mechanics of managing merchandise through dollars and units. The overall aim is to provide guidance on developing successful merchandise strategies.
This document discusses strategies for revitalizing declining or dead brands. It identifies the main causes of brand decline as managerial actions, environmental factors, and competitive actions. Managerial missteps like compromising quality, frequent price increases without added value, price cuts using cheaper materials, neglecting the brand, and failing to stay relevant to the target market can weaken a brand over time. Environmental changes in technology or regulations and aggressive moves by competitors can also cause brands to fade. The document argues that reviving rather than replacing brands can leverage existing brand equity if the brand still commands premium status and has a clear differentiation. Research is key to understanding what made the brand successful originally and how to reposition it. Reviving a brand requires
Brands are names, symbols or designs that identify a seller's product or service and distinguish them from competitors. A brand is a valuable intangible asset that creates associations and perceptions for customers. Strong brands simplify customer decisions, build awareness and loyalty, and act as a quality signal. Developing brand equity involves crafting the brand identity, managing customer experiences and associations, and leveraging the brand through marketing activities. Co-branding and strategic brand extensions can help grow brands but must be carefully implemented to avoid damaging either partner brand. Proper brand positioning and ongoing management are needed to keep a brand relevant and differentiated over time.
Mantra of marketing,mix,customer valuesAjay Samyal
Marketing aims to create, communicate, and deliver value to customers. There are three key aspects of marketing: product management, brand management, and customer management. Customer value, satisfaction, and loyalty are important goals for companies. Customer lifetime value measures the net profit attributed to a customer over the entire lifetime of the relationship. Maximizing customer lifetime value helps companies attract and retain profitable long-term customers.
This document discusses various aspects of branding and brand equity. It begins by outlining steps to build a strong brand, including determining the target audience, defining a brand mission statement, researching competitors, and creating a logo and tagline. It then discusses why consumers buy brands and lists features of good brands. The document also covers advantages of branding for marketers and customers, different branding strategies, and components that contribute to brand equity such as brand recognition, awareness, customer experience, and perceived quality.
A BRAND IS FOREVER! A FRAMEWORK FOR REVITALIZING DECLINING AND DEAD BRANDS
2. REVIVAL OF A DEAD BRAND The revitalization of a brand is usually less costly and risky than introducing a new brand, which can cost tens of millions and will more likely fail than succeed -Aaker(1991)
3. REVIVAL OF A DEAD BRAND  neither the lifespan of a brand nor its ultimate destiny is predetermined  But, brand decline is a reversible process  Ex: Harley Davidson and ford after facing great competition lost their hold still regained their status because of their brand value.
4. REVIVAL OF A DEAD BRAND The revitalization of a brand is usually less costly and risky than introducing a new brand, which can cost tens of millions and will more likely fail than succeed -Aaker(1991)
5. DECLINE AND DEATH OF BRANDS Brand equity framework: The differential effect that consumer knowledge about a brand has on the customer’s response to marketing activity, and consumer brand knowledge can be characterized in terms of brand awareness and brand image dimensions A brand with strong equity has high awareness and consumers hold strong, favourable, and unique brand associations
6. DECLINE AND DEATH OF BRANDS Pan am and Oldsmobile (general electrical) examples illustrate that even well-known brands can decline as a result of a wide variety of factors.
7. CAUSES OF BRAND DECLINE Product life cycle (PLC) framework: identifies four stages: introduction, growth, maturity, and decline. It uses sales to define the stages of the life cycle, which in turn are used to predict sales. Different forces leads to brand’s evolution • Managerial actions • Environmental factors • Competitive actions
8. CAUSES OF BRAND DECLINE MANAGERIAL ACTIONS Brands often decline because of leadership, management, and employees making excuses rather than acting with integrity Managerial actions which can cause this are: product quality, price increases, price cuts, brand neglect, and inability to stay with the target market.
9. CAUSES OF BRAND DECLINE MANAGERIAL ACTIONS Product quality: When compromises in product quality for cost-cutting reasons • do not impact brand loyalty in the short run, • managers mistakenly conclude that consumers are willing to accept or live with the change. • At some point when customers’ experiences with the brand do not live up to their expectations, • the brand starts to decline.
10. CAUSES OF BRAND DECLINE MANAGERIAL ACTIONS Price increases : If a company continues to raise prices without offering a corresponding increase in benefits, sooner or later consumers will start to abandon the brand. Volkswagen launched golf but was unable to control costs and had to keep raising prices, until it effectively drove itself out of the entry-level segment where it had once been a leader
11. CAUSES OF BRAND DECLINE MANAGERIAL ACTIONS Price cuts: When a company cuts prices in desperation to increase
In this presentation, we will talk about various aspects of experiential marketing with a focus on the brands, phases of marketing and marketing aesthetics.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This chapter discusses developing a brand equity measurement and management system. It introduces the brand value chain as a structured approach to assessing how marketing activities create brand value. It also discusses the importance of brand tracking studies, conducting brand audits, and designing a brand equity management system with components like a brand equity charter, brand equity report, and clearly defined brand equity responsibilities. The overall goal is to provide accurate and actionable brand information to guide strategic marketing decisions.
The document discusses consumer behavior and the consumer decision process. It describes the stages consumers go through when making purchase decisions: problem recognition, information search, alternative evaluation, purchase decision, and post-purchase evaluation. It also discusses psychological factors that influence each stage like motivation, perception, attitudes, and learning. Finally, it covers a variety of influences on consumer behavior such as culture, reference groups, and marketing communications.
The document discusses introducing and evaluating brand extensions. It defines brand extensions as using an established brand name for a new product. Successful extensions create similarities and differences in the new category, enhance the parent brand, and maximize advantages while minimizing disadvantages. Extensions should be evaluated based on consumer knowledge of the brand and fit between the extension and parent brand's associations. The marketing program and impact on parent brand equity should also be considered.
This document provides guidelines for revitalizing declining or dead brands. It discusses causes of brand decline such as managerial actions, environmental factors, and competitive actions. The three key elements of brand equity that decline are brand knowledge, the brand's differential effect, and customer responses. Managers must carefully assess if residual brand equity exists to make revival feasible. Successful revivals involve repositioning the brand, investing in it, educating the market, and correcting past mismanagement. Taking a long-term perspective is important, as is focusing on a defined target market.
The document discusses the evolution of marketing orientation from production to sales to market orientation. It explains the difficulties in developing a marketing orientation, such as lack of leadership vision and customer knowledge, as well as conflicts between marketing and other functions. The role of marketing is described as cross-functional, with marketing coordinating activities across the organization and departments to keep the customer's welfare in mind.
Dabur is an Indian FMCG company founded in 1884. It has undertaken brand revitalization and reinforcement efforts over time. This included launching new products and marketing programs to educate customers and revitalize brands. It also worked to reinforce brands through new logo, packaging designs, and ensuring product innovation. Dabur restructured by cutting low-contribution brands, positioning as an herbal specialist, and entering new areas to target youth. It changed its branding strategy from umbrella to focus on power brands like Dabur, Vatika, Anmol, Real and Hajmola. Product line extensions further diversified offerings to different audiences. These strategies helped Dabur renew interest, increase market share, and move
Prove Your Advantage: TCO Sales and Marketing ToolsAlinean, Inc.
B2B Total Cost of Ownership (TCO) Sales Enablement Tools and Marketing Calculators are required to prove value, best competition and Fight Frugalnomics™.
The document discusses various concepts related to branding including understanding branding, brand building, brand attributes, brand management strategies, and brand architecture. It provides information on topics like developing a brand name, logo, colors, essence/promise, co-branding, stealth branding, fighting brands, multi-branding, and different models of brand architecture like house of brands, endorsed brands, sub-brands, and branded house.
This is a summary of the the learning outcomes taken home by myself from a recently concluded training program held in Japan. It has been developed according to a story in my head however please feel free to download and edit it as you wish. The pics are general stuff that go off the web. there is is toyota video that i cannot upload you will have to get it off youtube
Brand Positioning is the most important term in the area of branding. Making position of company either leader, Challenger, Nicher, & almost at all distinctive qualities are prime part of business in any company.
Being the Marketing head of JR Infotech , a trusted company in internet solution & web based solution we strictly follow this practice at high level & it is due to this now we consider it as most innovative comapany in website & internet solution.
regards
Rajesh Kumar
Marketing Head
JR Infotech
www.jrinfotech.com
Prof: IMT-CDL(DIMS)
This document discusses the development of a brand equity measurement and management system. It outlines a brand value chain approach for assessing how marketing investments create brand value at different stages from program implementation to customer mindset to market performance to shareholder value. Multipliers are described that influence how value moves through these stages. The document also provides details on how to design brand tracking studies, develop a brand equity charter and reports, and establish organizational responsibilities to manage brand equity over time.
This document is a presentation about sales promotion. It defines sales promotion as campaigns used by manufacturers and dealers to increase short-term sales. Sales promotion differs from advertising and personal selling. There are 17 common sales promotion methods used in retail and business-to-business sectors, including coupons, premiums, loyalty programs, and price discounts. Supermarkets frequently use various promotions like price offsets, bonus packs, and coupons. Shopping centers employ giveaways, sweepstakes, refunds/rebates, and event marketing.
ECR Europe Forum '08. Shopper is a kingguest457a0c1
1. Shopper marketing is seen as an increasingly important area for investment and competitive advantage by manufacturers, retailers, and consumers.
2. While there is enthusiasm for shopper marketing, effectively implementing shopper strategies remains a challenge due to the complexity of influencing shoppers in-store.
3. Future directions for shopper marketing include better integrating insights across the value chain, engaging shoppers through innovative in-store solutions, and aligning shopper strategies with broader marketing efforts.
This document discusses various strategies for achieving short-term sales goals as a new sales director. It outlines approaches like implementing value-added activities, sales promotions targeting consumers and retailers, and using trials, samples and coupons to attract new customers and encourage repeat purchases from existing customers. The document also notes that sales promotions allow companies to differentiate their product proposition in a cost effective way with quick results.
1. The definition of Marketing
2. Marketing Objectives
3. Marketing strategy to reach those objectives
a. Niche
b. Mass
4. Advantages and Disadvantages of niche and mass marketing
Mantra of marketing,mix,customer valuesAjay Samyal
Marketing aims to create, communicate, and deliver value to customers. There are three key aspects of marketing: product management, brand management, and customer management. Customer value, satisfaction, and loyalty are important goals for companies. Customer lifetime value measures the net profit attributed to a customer over the entire lifetime of the relationship. Maximizing customer lifetime value helps companies attract and retain profitable long-term customers.
This document discusses various aspects of branding and brand equity. It begins by outlining steps to build a strong brand, including determining the target audience, defining a brand mission statement, researching competitors, and creating a logo and tagline. It then discusses why consumers buy brands and lists features of good brands. The document also covers advantages of branding for marketers and customers, different branding strategies, and components that contribute to brand equity such as brand recognition, awareness, customer experience, and perceived quality.
A BRAND IS FOREVER! A FRAMEWORK FOR REVITALIZING DECLINING AND DEAD BRANDS
2. REVIVAL OF A DEAD BRAND The revitalization of a brand is usually less costly and risky than introducing a new brand, which can cost tens of millions and will more likely fail than succeed -Aaker(1991)
3. REVIVAL OF A DEAD BRAND  neither the lifespan of a brand nor its ultimate destiny is predetermined  But, brand decline is a reversible process  Ex: Harley Davidson and ford after facing great competition lost their hold still regained their status because of their brand value.
4. REVIVAL OF A DEAD BRAND The revitalization of a brand is usually less costly and risky than introducing a new brand, which can cost tens of millions and will more likely fail than succeed -Aaker(1991)
5. DECLINE AND DEATH OF BRANDS Brand equity framework: The differential effect that consumer knowledge about a brand has on the customer’s response to marketing activity, and consumer brand knowledge can be characterized in terms of brand awareness and brand image dimensions A brand with strong equity has high awareness and consumers hold strong, favourable, and unique brand associations
6. DECLINE AND DEATH OF BRANDS Pan am and Oldsmobile (general electrical) examples illustrate that even well-known brands can decline as a result of a wide variety of factors.
7. CAUSES OF BRAND DECLINE Product life cycle (PLC) framework: identifies four stages: introduction, growth, maturity, and decline. It uses sales to define the stages of the life cycle, which in turn are used to predict sales. Different forces leads to brand’s evolution • Managerial actions • Environmental factors • Competitive actions
8. CAUSES OF BRAND DECLINE MANAGERIAL ACTIONS Brands often decline because of leadership, management, and employees making excuses rather than acting with integrity Managerial actions which can cause this are: product quality, price increases, price cuts, brand neglect, and inability to stay with the target market.
9. CAUSES OF BRAND DECLINE MANAGERIAL ACTIONS Product quality: When compromises in product quality for cost-cutting reasons • do not impact brand loyalty in the short run, • managers mistakenly conclude that consumers are willing to accept or live with the change. • At some point when customers’ experiences with the brand do not live up to their expectations, • the brand starts to decline.
10. CAUSES OF BRAND DECLINE MANAGERIAL ACTIONS Price increases : If a company continues to raise prices without offering a corresponding increase in benefits, sooner or later consumers will start to abandon the brand. Volkswagen launched golf but was unable to control costs and had to keep raising prices, until it effectively drove itself out of the entry-level segment where it had once been a leader
11. CAUSES OF BRAND DECLINE MANAGERIAL ACTIONS Price cuts: When a company cuts prices in desperation to increase
In this presentation, we will talk about various aspects of experiential marketing with a focus on the brands, phases of marketing and marketing aesthetics.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This chapter discusses developing a brand equity measurement and management system. It introduces the brand value chain as a structured approach to assessing how marketing activities create brand value. It also discusses the importance of brand tracking studies, conducting brand audits, and designing a brand equity management system with components like a brand equity charter, brand equity report, and clearly defined brand equity responsibilities. The overall goal is to provide accurate and actionable brand information to guide strategic marketing decisions.
The document discusses consumer behavior and the consumer decision process. It describes the stages consumers go through when making purchase decisions: problem recognition, information search, alternative evaluation, purchase decision, and post-purchase evaluation. It also discusses psychological factors that influence each stage like motivation, perception, attitudes, and learning. Finally, it covers a variety of influences on consumer behavior such as culture, reference groups, and marketing communications.
The document discusses introducing and evaluating brand extensions. It defines brand extensions as using an established brand name for a new product. Successful extensions create similarities and differences in the new category, enhance the parent brand, and maximize advantages while minimizing disadvantages. Extensions should be evaluated based on consumer knowledge of the brand and fit between the extension and parent brand's associations. The marketing program and impact on parent brand equity should also be considered.
This document provides guidelines for revitalizing declining or dead brands. It discusses causes of brand decline such as managerial actions, environmental factors, and competitive actions. The three key elements of brand equity that decline are brand knowledge, the brand's differential effect, and customer responses. Managers must carefully assess if residual brand equity exists to make revival feasible. Successful revivals involve repositioning the brand, investing in it, educating the market, and correcting past mismanagement. Taking a long-term perspective is important, as is focusing on a defined target market.
The document discusses the evolution of marketing orientation from production to sales to market orientation. It explains the difficulties in developing a marketing orientation, such as lack of leadership vision and customer knowledge, as well as conflicts between marketing and other functions. The role of marketing is described as cross-functional, with marketing coordinating activities across the organization and departments to keep the customer's welfare in mind.
Dabur is an Indian FMCG company founded in 1884. It has undertaken brand revitalization and reinforcement efforts over time. This included launching new products and marketing programs to educate customers and revitalize brands. It also worked to reinforce brands through new logo, packaging designs, and ensuring product innovation. Dabur restructured by cutting low-contribution brands, positioning as an herbal specialist, and entering new areas to target youth. It changed its branding strategy from umbrella to focus on power brands like Dabur, Vatika, Anmol, Real and Hajmola. Product line extensions further diversified offerings to different audiences. These strategies helped Dabur renew interest, increase market share, and move
Prove Your Advantage: TCO Sales and Marketing ToolsAlinean, Inc.
B2B Total Cost of Ownership (TCO) Sales Enablement Tools and Marketing Calculators are required to prove value, best competition and Fight Frugalnomics™.
The document discusses various concepts related to branding including understanding branding, brand building, brand attributes, brand management strategies, and brand architecture. It provides information on topics like developing a brand name, logo, colors, essence/promise, co-branding, stealth branding, fighting brands, multi-branding, and different models of brand architecture like house of brands, endorsed brands, sub-brands, and branded house.
This is a summary of the the learning outcomes taken home by myself from a recently concluded training program held in Japan. It has been developed according to a story in my head however please feel free to download and edit it as you wish. The pics are general stuff that go off the web. there is is toyota video that i cannot upload you will have to get it off youtube
Brand Positioning is the most important term in the area of branding. Making position of company either leader, Challenger, Nicher, & almost at all distinctive qualities are prime part of business in any company.
Being the Marketing head of JR Infotech , a trusted company in internet solution & web based solution we strictly follow this practice at high level & it is due to this now we consider it as most innovative comapany in website & internet solution.
regards
Rajesh Kumar
Marketing Head
JR Infotech
www.jrinfotech.com
Prof: IMT-CDL(DIMS)
This document discusses the development of a brand equity measurement and management system. It outlines a brand value chain approach for assessing how marketing investments create brand value at different stages from program implementation to customer mindset to market performance to shareholder value. Multipliers are described that influence how value moves through these stages. The document also provides details on how to design brand tracking studies, develop a brand equity charter and reports, and establish organizational responsibilities to manage brand equity over time.
This document is a presentation about sales promotion. It defines sales promotion as campaigns used by manufacturers and dealers to increase short-term sales. Sales promotion differs from advertising and personal selling. There are 17 common sales promotion methods used in retail and business-to-business sectors, including coupons, premiums, loyalty programs, and price discounts. Supermarkets frequently use various promotions like price offsets, bonus packs, and coupons. Shopping centers employ giveaways, sweepstakes, refunds/rebates, and event marketing.
ECR Europe Forum '08. Shopper is a kingguest457a0c1
1. Shopper marketing is seen as an increasingly important area for investment and competitive advantage by manufacturers, retailers, and consumers.
2. While there is enthusiasm for shopper marketing, effectively implementing shopper strategies remains a challenge due to the complexity of influencing shoppers in-store.
3. Future directions for shopper marketing include better integrating insights across the value chain, engaging shoppers through innovative in-store solutions, and aligning shopper strategies with broader marketing efforts.
This document discusses various strategies for achieving short-term sales goals as a new sales director. It outlines approaches like implementing value-added activities, sales promotions targeting consumers and retailers, and using trials, samples and coupons to attract new customers and encourage repeat purchases from existing customers. The document also notes that sales promotions allow companies to differentiate their product proposition in a cost effective way with quick results.
1. The definition of Marketing
2. Marketing Objectives
3. Marketing strategy to reach those objectives
a. Niche
b. Mass
4. Advantages and Disadvantages of niche and mass marketing
Selling the Future
Prof Deva Rangarajan
Just when companies were able to convince their salespeople about selling solutions, a recent study pointed out to the fact that solution selling was dead. This combined with the research on procurement professionals that suggests that face to face transactional selling was a waste of time indicates that sales organizations need to rethink their approach towards equipping their sales force with the right tools to be successful. In this session we will focus on tactics used by successful salespeople.
This document discusses sales promotion, which is one aspect of a company's promotional mix that targets consumers to incentivize purchases. Sales promotion aims to stimulate immediate demand and can include tactics like free samples, contests, premiums, coupons, and loyalty programs. The goals are to either lower the perceived price of a product or add value to drive demand. Sales promotion is typically a short-term tactic that is cheaper and easier to measure than advertising. Marketers must understand their target consumers and goals to select the most effective promotional tools.
This document discusses sales promotion, which is one aspect of the promotional mix that incentivizes consumers to purchase a product or service. Sales promotion targets customers, sales staff, and distribution channels. It is usually a short-term tactic to stimulate demand. Common sales promotion techniques include free samples, contests, premiums, trade shows, coupons, and loyalty programs. The goals are to either lower the perceived price of a product to increase demand or add value to encourage purchase. Sales promotion is typically cheaper and easier to measure than advertising. Marketers must understand their target consumers and select appropriate promotional tools to influence specific consumer behaviors.
Super valu dr pepper customer segmentationbksigler
This document discusses strategies for developing customer relationships by understanding shopper behavior. It recommends segmenting customers based on demographics, shopping habits, and brand preferences. Key strategies include developing customized marketing plans for each segment, focusing on both short-term sales initiatives and long-term initiatives to build customer loyalty over time. The goal is to work closely with customers to better meet shopper needs and drive profitable volume.
Today global branding is important for B2B and B2C products and services. This presentation gives a comprehensive insight into brand management with examples of power brands.
Sales promotion refers to direct inducements that offer extra value or incentives to consumers, sales forces, or distributors to encourage immediate sales. There are various vehicles for sales promotion, including samples, coupons, premiums, contests, and loyalty programs targeted at consumers, as well as trade allowances and cooperative advertising targeted at retailers. Sales promotion has increased due to factors like retailer power, declining brand loyalty, and competition. The objectives of consumer-oriented sales promotion are to increase brand consumption, obtain trial, defend current customers, and build brand equity, while trade-oriented objectives center around obtaining distribution, building retailer inventories, and maintaining trade support.
This presentation is an extract from a brand management text book and is useful for lectures as well as for students. please down load it and use it for personal development.
The document discusses sales objectives and quotas. It explains that quotas provide performance targets and standards to motivate and direct the sales force. The chapter covers the relationship between objectives and quotas, types of quotas including sales volume, profit, expense, and activity quotas. It also discusses methods for setting quotas and the selling by objectives process which involves establishing objectives in territorial management, account management, call management, and self-management.
Brand equity refers to the value added to a product or service by its brand name. It is built through successful branding and brand management strategies. Brand equity results in greater customer loyalty, less vulnerability to competition, and larger profit margins. Strong brands are valuable corporate assets that provide competitive advantages like brand extensions and licensing opportunities. Managing brand equity requires identifying brand positions, implementing marketing programs, measuring brand performance, and growing the brand over time.
The document summarizes a webcast on using thought leadership as a sales strategy. It discusses how providing credible points of view can help salespeople educate customers on unseen opportunities. It then gives an example of how one company helped a city reduce energy costs through an LED traffic signal project. The webcast advises developing industry knowledge and advanced dialogue skills to implement this approach.
[1] It outlines three key strategies: streamlining product portfolios, improving affordability, and bolstering customer trust. [2] Some recommendations include reducing complex product lines, offering discounts and loyalty programs, and reassuring customers through empathetic messaging. [3] The presentation argues that cutting costs indiscriminately can be counterproductive, and that marketers must understand shifting consumer behaviors and priorities to respond effectively to the "New Normal" brought on by recessions.
This deck is a look at the information you need to know to make marketing decisions. Marketing is the connection that you have with your customers - you need to understand your customers in order to reach them effectively.
The Garage Entrepreneurs Team
blog.garageentrepreneurs.com
This document discusses various promotion methods for small businesses. It outlines established and newly created customer demand and how promotion can influence both. The main promotion methods covered are advertising, personal selling, publicity, and sales promotion. Advertising media and types are defined. Personal selling discusses the sales process and types of salespeople. Publicity differentiates between paid advertising and unpaid media coverage. Sales promotion examples temporary incentives to increase sales like discounts, samples, and contests. Word of mouth is also highlighted as a key promotion method.
This document summarizes key points from Chapter 9 of the textbook "Fundamentals of Marketing" about marketing communication and the promotional mix. It discusses the roles of promotion, elements of the promotional mix including advertising, public relations, sales promotion, and personal selling. It also covers the AIDA model of promotion, factors that affect choice of promotional mix such as product life cycle stage and target market characteristics. The promotional mix and its tools are used to inform, persuade and remind consumers according to promotional goals.
Describes how the different parts of the Marketing roles and functions serve a company and names what leaders must expect from each part of the whole. Talk originally done for a High-Tech Seminar course at Santa Clara Uinversity MBA program.
The document discusses the product life cycle and its implications for business strategy. It describes the four stages of a product's life cycle - introduction, growth, maturity, and decline - and outlines the typical characteristics of each stage in terms of sales, costs, profits, marketing objectives, product, price, distribution, and advertising. Key observations are that individual product cycles may vary in length and shape, and that extending the life cycle involves market or product modifications.
Winsights Marketing is a consulting firm that helps companies increase sales through effective marketing strategies and tactics. They have expertise in areas like new product development, package design, advertising, and sales training. The document provides examples of how Winsights has helped clients, including introducing new products that increased sales by over $1 million for one baking company, and conducting strategic planning that reduced losses by $9 million for an international meat supplier.
This chapter discusses brand positioning strategies. It explains how firms can choose a positioning by identifying target markets and competitors. A positioning establishes category membership and points of difference/parity. As a product moves through its life cycle from introduction to maturity to decline, a firm's positioning and differentiation strategies must change. The chapter outlines characteristics, objectives, and strategies for each life cycle stage and how a market evolves from emergence to maturity to decline.