Marketing organisation
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The document discusses the evolution of marketing organizational structures in Indian firms over time. It describes the structures that were common during the manufacturing era, sales era, technology and price wars era, and the current information and marketing era. Key factors that affected the evolution included the Indian government's policies, increasing competition, technology advances, and globalization. The document also outlines different types of marketing organizational structures like functional, geographic, product management, and matrix structures. It discusses advantages and disadvantages of each structure.
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Guiding presentation used for the first two sessions of the Marketing Strategy course for Executive MBA in ITM.
RRiehm Resume
Richard R. Riehm has over 30 years of experience in sales, marketing, and operations management for manufacturing companies. He has a proven track record of exceeding sales targets and improving profits. Most recently, he was Vice President of Eastern Sales at Scientific Games, where he led a team that increased revenue over $200 million. Prior to that, he held several director and vice president roles with responsibilities ranging from $40-70 million in revenue. He has expertise in strategic planning, business development, and developing high-performing teams.
Basics of strategy
This document provides an introduction and overview of key concepts in strategic management, including:
- Strategic management involves determining objectives and strategies to help achieve corporate goals through continuous strategic decision making and environmental analysis.
- Business strategy focuses on how to compete successfully in a given industry or market through gaining competitive advantage.
- Strategic decisions require top management, involve large resources, have long-term impacts, and consider external factors.
- Competitive advantage can come from lower costs, differentiation, switching costs, intellectual property, and being difficult for competitors to replicate. Sustainable competitive advantage lasts over time.
Strategy - basic concepts
The document discusses various topics related to business strategy formulation including:
1. Different levels of strategy from corporate to operational.
2. Types of competitive advantage like cost leadership and differentiation.
3. Porter's five forces model for industry analysis.
4. SWOT analysis for understanding internal strengths and weaknesses and external opportunities and threats.
5. Strategic management process involving analysis, strategy development and implementation.
Situational analysis, Business strategy and BCG matrix
The document discusses situational analysis and two methods for conducting situational analysis: 5Cs analysis and Porter's five forces analysis. 5Cs analysis examines a company, customers, competitors, collaborators, and the broader climate/environment. Porter's five forces model analyzes the threat of new entrants, threat of substitutes, bargaining power of suppliers and customers, and competitive rivalry within an industry. The document provides details on how to apply each method and examples of factors to consider for each element of the analyses.
Week 05 - Marketing and Project Management
This document discusses marketing and project management. It begins with definitions of marketing as planning and executing the conception, pricing, promotion, and distribution of goods and services to create exchanges that satisfy objectives. It describes the evolution of marketing from an emphasis on advertising to a customer-oriented approach. It discusses implementing marketing through understanding customers and competitors. It covers market classification and developing marketing strategies through selecting target markets and creating appropriate marketing mixes. It also discusses the importance of marketing research and selling projects by understanding buying committees and stages of buying. The overall summary is that marketing is important for project management by understanding customers and competitors to effectively plan and sell projects.
Market research firms
This document provides background information on market research firms and discusses various business issues addressed through market research. It describes two major market research firms - TNS, the world's second largest firm operating in 70 countries, and Indica Research Consultancy which specializes in consumer research for the FMCG sector in India.
Market research is conducted by these firms to address issues like evaluating advertising effectiveness, measuring brand performance, understanding consumption behavior, segmenting markets, developing new products, and understanding purchasing behavior. It helps companies make better marketing decisions, launch successful new products and services, and stay ahead of competitors by anticipating consumer demand.
Strategic management
Internal and Resource Analysis
An overview of SWOT analysis ,resource analysis , core competency and competitors analysis .
Professional Synopsis 4 dec 16
Ram Solanki has over 10 years of experience in sales and marketing of automotive and industrial lubricants. He is currently the Head of Sales and Marketing at Arabian Petroleum Limited, where he is responsible for business development and sales across India. Previously he has held marketing roles at Shubh Group and Hindustan Petroleum Corp. Ltd. He leads a team to achieve sales targets and growth through dealer networks and channel partners.
Similar to Marketing organisation (20)
Situational analysis, Business strategy and BCG matrix
Situational analysis, Business strategy and BCG matrix
Marketing organisation
- 3. Marketing Organization Organization is not an end in itself, but means to end of business performance and business results. Organizational structure is an indispensable means and a wrong structure will seriously impair business performance and may even destroy it. The structure must be so designed as to make it possible to attain the business objective even Five, Ten, and Fifteen years hence. “ Peter F. Drucker”
- 5. Functional Organization Marketing Vice President Marketing Administration Manager Advertising and Sales Promotion Manager Sales Manager Marketing Research Manager New Product Manager
- 10. Research & Development Packaging Publicity Purchasing Publicity Sales Force Market Research Fiscal Legal Media Promotion Services Advertising Agency Product Manager
- 14. Product Management Sales Manager (North) Sales Manager (South) Sales Manager (East) Sales Manager (West) P.M 1 P.M 2 P.M 3 P.M 4 Sales Management
- 17. .The Sales Era : As India entered in 1970’s, the scenario started changing. Though government continued to suspect the foreign private investment and the import policy was still restricted, domestic firms were allowed to enter many sectors. Example, in commercial steel tube manufacturing, may units like Bharat Steel Tubes, Jain Steel Tube, Zenith Steel Tube, and so on were allowed to set up shop and thus complement to the Indian Tube Company’s manufacturing base.
- 20. Structure of Marketing Organization in Technology and Price Wars V.P Production Chief Executive V.P R&D V.P. Finance V.P Marketing Marketing Services Sales Production Management and Marketing Research Advertising and Promotion Distribution (A) Chief Executive V.P R&D V.P Finance V.P Marketing Production Manager (Advertising and Promotion) Sales Manager V.P Production General Manager Purchase Marketing Research Manager (More Common in Pharmaceutical Companies) (B)
- 21. The Information and Marketing Era : The government opened the doors of the Indian economy to foreign private investment. These changes in the Indian Market now pose newer threats to Indian Firms. Now increasingly important that both quantitative and qualitative market research be carried out before taking any strategic decision. The strategic role of product manager is now being realized. Chief Executive R&D Finance Marketing General Manager Sales Advertising Manager (Deciding on Advertising Strategies) Manufacturing General Manager HRD Service Manager (for Training or Personnel) Product Manager (Pricing, Product and Distribution, Decisions, and Marketing Research )
- 22. Present Marketing Organization Chairman R & D Finance Marketing Manufacturing Staff Services Line Operations Engineering Production Advertising Product Planning Marketing Research Public Relation Warehousing Sales Force Product Service Customer Service Transport Inventories