Sales management 7
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This document discusses key concepts in sales and distribution management including sales budgets, sales territories, sales quotas, and procedures for designing sales territories. It provides details on the purpose and components of sales budgets. It also outlines reasons for setting up sales territories, methods for designing territories, and evaluating and revising them. Procedures for setting sales quotas and factors to consider in administration of quotas are described.
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This document outlines the contents of a course on digital marketing. It is divided into 5 units that cover traditional vs digital marketing, e-commerce, acquiring and engaging users through digital channels, designing organizations for digital success, and digital innovation trends. Some key topics discussed include the digital consumer journey, online marketing mix, search marketing, social media marketing, digital transformation, and marketing analytics.
Marketing management
This document outlines the topics that will be covered in a marketing management course taught by Swarit Yadav. The course covers 4 units: 1) introduction to marketing management, 2) marketing environment, 3) consumer behavior, and 4) business buyer behavior. Some of the key topics that will be discussed include segmentation, targeting, and positioning, the marketing mix (4Ps), marketing information systems, consumer and business decision-making processes, and analyzing the marketing environment.
Digital marketing
The document outlines the key topics that will be covered in a course on digital marketing across 5 units. Unit 1 will cover traditional vs digital marketing practices and the digital consumer journey. Unit 2 will discuss e-commerce, online marketing mix, and digital consumer behavior. Unit 3 will focus on acquiring and engaging users through digital channels like content, search, mobile, social and video marketing. Unit 4 will cover digital transformation and leadership. Unit 5 will examine digital innovation and trends in areas like security, online communities and marketing applications.
Marketing management
This document outlines the topics that will be covered in a marketing management course taught by Swarit Yadav. The course covers 4 units: marketing environment, consumer buying behavior, business buyer behavior, and segmentation, targeting, and positioning. Some key areas that will be discussed include environmental scanning, factors influencing consumer and business buyers, market segmentation approaches, and marketing information systems. The document also provides an overview of the content that will be included under each topic, such as models of consumer decision making and techniques for analyzing the macro environment.
International marketing 1
This document provides an overview of key concepts in international marketing. It defines international marketing as planning, pricing, promoting, and directing the flow of goods and services to consumers in more than one country for profit. It also outlines four stages of international marketing involvement, from no direct foreign marketing to full international commitment. Additionally, it discusses factors like cultural differences, environmental adaptation, and avoiding ethnocentrism that are important considerations in international markets.
International marketing 3
This document provides an overview of topics to be covered in an international marketing course, including international marketing planning, marketing research, market analysis, marketing strategies of multinational companies from the EU, US and Japan, and various foreign market entry strategies such as exporting, licensing, joint ventures, and acquisitions. It also recommends the book "Cateora and Graham" and lists the relationship manager of HDFC Bank, faculty member at GLA University, and MD of Shyam Hospital as being related to the course content.
International marketing 2
This document discusses the political environment and risks faced by international businesses. It covers topics like forms of government, political parties, nationalism, and trade disputes that can lead to political instability. It also describes various economic and political risks such as expropriation, exchange controls, import restrictions, and terrorism. The document provides examples of how these risks have impacted companies operating abroad and gives strategies for lessening political vulnerability like forming joint ventures, expanding investments, and political bargaining.
International marketing 5
This document provides an overview of international marketing and pricing strategies. It discusses topics such as international pricing objectives, approaches to setting international prices including full cost versus variable cost and skimming versus penetration pricing. It also covers pricing issues like dumping, transfer pricing strategies, and factors that influence pricing decisions including costs, competition, demand, and the experience curve effect. The document provides examples and definitions of concepts like price escalation, countertrade, and various pricing methods used in international business.
International marketing 4
This document discusses various topics related to international marketing and product adaptation for foreign markets. It begins by listing recommended reading on the topic and topics to be covered, such as product policy, design, branding, and packaging decisions. It then discusses factors to consider when designing an international marketing program, including the degree of product standardization versus adaptation required. Key decisions for product policy are outlined, such as product type and life cycle. Reasons for product adaptation versus standardization are provided. The benefits of strong brands in local markets are described. International product strategies such as straight extension, adaptation, and innovation are introduced. Considerations for adapting products to foreign markets include target markets, regulations, competition, and company capabilities.
International marketing6
This document provides an overview of international marketing promotion strategies. It discusses topics like promotion mix, personal selling, international advertising, and global e-marketing. The document outlines the composition of a promotion strategy, including objectives, budget, and integrating advertising, sales promotion, public relations, personal selling, and direct marketing. It also summarizes strategies for advertising, including objectives, budget, creative strategy, media planning, and evaluating effectiveness. Sales promotion strategies target consumers, salespeople and business buyers through various incentive-based activities. The overall role of promotion is to stimulate demand by building customer relationships and focus.
Service marketing3
The document discusses service marketing and delivery through intermediaries and electronic channels. It will cover topics like the service marketing mix, developing intangible products, service distribution strategies, and common issues and effective strategies for delivering services through intermediaries. Specific intermediaries that will be examined include franchises, agents/brokers, and electronic channels. The benefits and challenges of each will be outlined.
Service marketing2
This document discusses key concepts in service marketing. It covers service quality, customer expectations, and managing perishability. For service quality, it outlines the five dimensions of reliability, responsiveness, assurance, empathy, and tangibles. It provides examples for each dimension. Customer expectations involve understanding what customers expect from a service. Managing perishability refers to addressing the fact that many services cannot be stored. The document recommends a book on service marketing and is presented by a faculty member.
Service marketing6
This document provides an overview of key concepts in international marketing and globalization. It discusses factors such as the benefits of going global, strategies for entering foreign markets like importing/exporting and direct investment, developing an international marketing strategy, and setting an international distribution strategy. The document also covers topics like trade barriers, economic integration agreements, and the transition from multinational corporations to global marketers.
Service marketing1
This document provides an overview of key concepts in services marketing. It begins by discussing IBM's shift from manufacturing to services, with services now accounting for over half of IBM's revenues. The document then defines what services are and distinguishes between service industries, services as products, customer service, and derived services. It also discusses the tangibility spectrum and trends in the service sector. The rest of the document covers why services marketing is important given the rise of service economies and customers demanding solutions. It then discusses the differences between goods and services marketing and highlights characteristics of services like intangibility. Finally, it introduces the expanded services marketing mix framework which includes people, physical evidence, and processes in addition to the traditional 4Ps.
Service marketing5
CRM is a business philosophy focused on developing long-term relationships with customers. It involves understanding customer needs, maintaining open communication, and delivering superior customer value profitably. The role of salespeople is to build and promote customer relationships by identifying needs, coordinating cooperation, and leading relationship development. Successful CRM leads to a unique asset of relationship networks. Relationship marketing similarly focuses on customer retention and relationship enhancement rather than new customer acquisition. On-demand CRM software like Salesforce has become popular due to its low costs and minimal IT requirements compared to on-premise software. Open source CRM is also emerging as a lower-cost alternative.
Service marketing4
This document discusses topics related to integrated service marketing communications. It covers delivering consistent messages across all communication channels, both external and internal. Five major approaches are outlined to overcome challenges in service communication due to intangibility, managing promises and expectations, customer education, and internal marketing. Other topics covered include new service development, service experiences, front office vs back office functions, service recovery strategies, and benefits of service guarantees.
Rural marketing 9
This document discusses rural marketing strategies. It outlines traditional distribution approaches for rural markets like working with wholesalers, retailers, and using vans to reach weekly markets. It also mentions new approaches may be needed to account for changing market and distribution trends and dynamics in rural areas.
Rural marketing 8
This document discusses rural marketing strategies. It outlines traditional distribution approaches for rural markets like working with wholesalers, retailers, and using vans to reach weekly markets. It also mentions new approaches may be needed to account for changing market and distribution trends and dynamics in rural areas.
Rural marketing 7
This document outlines strategies for marketing to rural audiences, including profiling the target audience based on social class, lifestyle, buying roles, and values. It recommends using mass media, local media, and personalized media for promotion. The promotion strategy design section discusses determining communication objectives, messages, channels, and budgets.
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Sales management 7
- 2. PGDM (IIM Raipur) Bakhresa FMCG (South Africa) Relationship Manager (HDFC Bank) MD- Shyam Hospital Faculty(MBA)- GLA University, Mathura Swarit Yadav
- 3. Sales budget Sales volume budget Selling expense budget The administrative budget
- 4. Purpose of sales budget Planning Coordination Control
- 5. Methods used for allocating money Percentage of sales method The executive judgement Objective and task method
- 6. The sales budget process Review the situation Communication for preparing the budget Preparation of subordinate budgets Approval of the sales budget
- 7. Sales territory Defining a sales territory Reasons and benefit for setting sales territories Increased market or consumer coverage Reduced selling expenses Better sales force performance evaluation Improved customer relationship Increased salespeople’s effectiveness Improves coordination Benefitting salespeople and company Reasons for not setting up sales territories
- 8. Procedure of designing the sales territory Select a control unit States Metropolitan clusters Cities/town/districts Find location and sales potential of customers Determine basic territories Build-up method(Discussion at last slide) Breakdown method(Discussion at last slide)
- 9. Procedure of designing the sales territory Assign salespeople to territories Relative ability of sales people Salesperson’s effectiveness in a territory
- 10. Procedure of designing the sales territory Manage territorial coverage Planning of efficient routes for salespeople Procedure for setting up a routing plan Application and importance of routing Scheduling the salesperson’s time Allocation of time Customer calls Time management tools for salespeople High-tech equipment Inside salespeople Time management tools for sales managers Evaluate and revise sales territories Revising sales territories Use of IT for designing sales territories
- 11. Sales Quotas Sales quotas Importance/purpose of sales quotas Providing performance standards Controlling performance Motivating people Identifying strengths and weaknesses Types of sales quotas Sales volume quotas Rupees/dollars sales volume quotas Unit sales volume quotas Point sales volume quotas Gross margin or profit contribution quotas Expenses quotas Activity quotas Combination quotas
- 13. Method for setting sales volume quotas Territorial sales potential Past sales experience Total market estimates Executive judgment Salespeople’s estimates Compensation plan
- 14. Administration sales quotas Set realistic quotas Understand problems in setting quotas Ensure salespeople understand quotas Participation in quota-setting Continuous feedback Know relationship between quota selection and marketing environment Make sure flexibility in administering quotas Companies not using quotas