Marketing is the process of matching products with markets and facilitating ownership transfers. Traditionally, marketing focused on sales, but modern marketing is consumer-oriented. This change occurred due to elements of innovation and changes in customer attitudes. Marketing involves a mix of controllable factors like product, price, promotion, and place as well as uncontrollable factors like customer behavior. The functions of marketing include buying, assembling, processing, selling, transporting, storing, standardizing, financing, bearing risk, and providing market information. Salesmanship is the art of converting suspects into prospects and prospects into customers. The aims of marketing are to create, maintain, and expand demand for new and existing products while guiding buyers and building goodwill.

1. Jc.K.P.RAJEEVAN

2. MARKETING. PROCESS BY WHICH PRODUCTS ARE MATCHED WITH THE MARKET AND THROUGH WHICH OWNERSHIP TRANSFERS ARE EFFECTED.

3. Marketing Concepts TRADITIONAL Sales oriented MODERN Consumer-Oriented

4. Change in concept.. Due to Elment of innovation in modern.. Change in objective/purpose Change in attitude of customers

5. Selling VS marketing Selling is mere exchange of goods or service…marketing is MORE Not mere posession.. Selling focus on product…

6. Marketing mix. Affected by… Controllable factors Product Price Promotion Place Un controllable consumers behaviour Traders … Competitors.. Governments’…

7. Marketing functions. Buying & assembling/processing Selling service/goods Transportation Storage & warehousing Standardisation & grading Financing Risk bearing Market information

8. SALESMANSHIP IS THE ART OF CONVERTING A SUSPECT INTO A PROSPECT AND PROSPECT IN TO A CUSTOMER

9. AIMS OR OBJECTIVES To create demand for a new product or Service ..maintain demand.. ..expand demand for existing… ..guide the buyrs in proper selction ..build up goodwill

10. Types Order- taking,demand filling or counter sales man Creative .. Competitive..

11. Duties & responsibilities.. Selling Guiding Attending to complaints Collection of bills Collection of credit info reporting Organising Sales meetings Travel Packing & delivery Window & counter displays Promotion of good will.

12. Qualities… Physical-goodhealth,appearance,dress,posture,voice.. Mental-intelligence, resourceful,imaginative,initiative,alert,memory,observe.. Social-courtesy,manners,sociable,enthusiastic,tactic,patient,confident,humour,team spirit.. Character- honest,loyal,mature,courage.. Other-self knowledge,product know..,firm,customer,technic of selling..

13. Sales promotion Concerned with the creation ,application&dissemination of materials& techniques to stimulate…sell more..induce customers…to buy

14. Sales promotion is different from advertising .. Ad is recurring…promo non recurring Ad moves buyers to product…SP..product to buyers SP stimulates..

15. SP objectives To increase sales of product/service ..stimulate more use by actual customer ..attract new customers ..help sales force to sell more to dealers &cons. ..face competition effectively ..check seasonal decline..

16. Methods.. Consumer promotion Trader /dealer promo Sales force promo..

17. Consumer promo Sale &after sale service Guarantee Credit Premium/bonus offers Consumer coupons Trading stamps Free samples Price-off offer Combo offers Free deals Demo Sales contests Satisfaction by product

18. Dealer promo Price deals/special discounts Merchandise deals Premium offers /gifts Dealer coupons Ad allowance Contests Aids Free ddelivery Demo Sales meetings,conferences…

19. Sales force promotion Meetings ,conferences.. Discuss Educate Train Motivate entertain Sales force contests Promote spirit of competition Attractive prizes On the spot

20. Buying motives. Every human activity has a motive behind it.So also buying …. Product buying motives and patronage buying motives Emotional-pride/prestige,imitation,affection ambition,comfort… Rational-safety,economy,suitability,utility,conv.. PATRONAGE-appearance of shop,display,recommendation,habit Credit,services,efficiency,wide choice,treatment,REPUTATION..

21. MARKETING&SALES…

22. [email_address] 9446433094 thanQ..!