The document discusses the key elements of an integrated marketing communication strategy, including advertising, sales promotion, personal selling, direct marketing, public relations, events and experiences, and word of mouth. It provides details on the objectives and tools used for each element, with a focus on sales promotion, public relations, events and experiences, direct marketing, and personal selling. The overall summary is that the document outlines the major components of an integrated marketing communication strategy and how each component contributes to the overall marketing goals of an organization.
Presentation presented by Hany Sewilam AbdelHamid @Dubai Media City - Arab Business Conference - August 2017 about the marketing communication mix between the USP & 4Ps
Presentation presented by Hany Sewilam AbdelHamid @Dubai Media City - Arab Business Conference - August 2017 about the marketing communication mix between the USP & 4Ps
The following slide describes Promotion Mix of Marketing Mix which is the Market Promotion consisting of Promotion strategy and its elements such as Personal selling, Sale promotion, Advertising, Publicity, Public relations, etc and it's meaning, merits and demerits. course - Agricultural Marketing, Trade and Prices of Agricultural Economics Department
The following slide describes Promotion Mix of Marketing Mix which is the Market Promotion consisting of Promotion strategy and its elements such as Personal selling, Sale promotion, Advertising, Publicity, Public relations, etc and it's meaning, merits and demerits. course - Agricultural Marketing, Trade and Prices of Agricultural Economics Department
4. Meaning
īSales promotion consists of a diverse collection of
incentive tools, mostly short term, designed to stimulate
quicker or greater purchase of particular products or
services by consumers or the trade
īSales promotion is an incentive to buy
īObjective is to create consumer pull for the brand.
5. Growing importance of sales promotion
ī Helps in securing trial
ī Defending shelf space
ī Smoothens out the manufacturing capacities
ī Opportunity to reach to price sensitive market segments
ī Adds excitement to the in-store merchandizing of
consumer goods
ī Motivates trade to push the brands
6. Types of sales promotion
Consumer promotion Trade promotion
7. Objectives of consumer promotions
ī Generate consumer interest, leading to trial
ī Free samples, coupons
ī New products or mature products
ī Generate inquiries from the target customer group
ī Mail in coupon, free catalogue, prizes
ī Build traffic for a brand at the retail outlet
ī Westside Sale, Westside week festival
8. Objectives of consumer promotions
ī Motivate customers to repeat the choice
ī First Citizen Club membership
ī Aimed at creating brand loyalty
ī Basically cumulative purchase , which promises some free
product or redemption points
ī Increase rate of purchase
ī Multi packs offer
ī Maggie
9. Trade Promotion
The prime objective is to push the product
through marketing intermediaries and also to
get them market the product aggressively
10. Trade Promotion objectives
ī Encouraging trade to build inventory
ī special margins or extra merchandise at no additional cost
or may offer extra allowances
ī Getting tradeâs cooperation in promotions
ī Helps to increase the level of interest & motivation of
distributor
ī Joint promotions
ī Sales contests
ī Merchandize allowance
ī Subsidy for promotional budgets
ī E.g. Fortune cars with Tata Motors
11. Planning the sales promotion process
1. Review of the product market situation
ī Trends in brand sales, product category sales
ī Level of involvement
ī Consumer purchase patterns
ī Distribution method
12. Planning the sales promotion process
2. Identification of opportunities & threats
3. Deciding on sales promotion objectives
4. Deciding on sales promotion budgets
5. Implementing controlling & evaluating
16. Meaning
Public Relations involves a variety of programs
designed to promote or protect a companyâs image or
its individual products.
PR perform following functions :
ī Press relations
ī Product publicity
ī Corporate communication
ī Lobbying
ī Counseling
17.
18. PR - Importance
ī Affect public awareness at a fraction of the cost of
advertising
ī Company does not pay for the space or time obtained
in the media
ī Consumers are five times more likely to be influenced
by editorial copy than by advertising
19. Marketing Public Relations
ī Old name was publicity
ī The task of securing editorial space in print &
broadcast media promote or hype a product, service,
idea, place, person or organisation
ī Directly support corporate or product promotion and
image making
20. MPR serves following tasks
ī Assisting in the launch of new products
ī Assisting in repositioning a mature product
ī Building interest in a product category
ī Influencing specific target groups
ī Defending products that have encountered public
problems
ī Building the corporate image in a way that reflects
favorably on its products
22. Events and experiences
īSponsoring events provides companies
with opportunities
ī to obtain wider exposure for their brands
ī In influencing attitudes towards brands
23. Events objectives
ī To identify with a particular target market or lifestyle
ī To increase awareness of company or product/ brand
ī To create or reinforce perceptions of key brand image
and associations
ī To create experiences and evoke feelings
ī To express commitment to the community or on social
issues
ī To entertain key clients or reward key employees
25. Meaning
ī Is the use of consumer direct channels to reach and
deliver goods and services to consumers without using
marketing middlemen
ī Direct marketers can use number of channels to reach
individual prospects
ī Direct mail
ī Catalog marketing
ī Telemarketing
ī Interactive TV
ī Kiosks
ī Websites
ī Mobile devices
26. Direct marketing
ī Seek a measurable response, typically a customer
order
ī Many direct marketers build long-term relationships
with customers
ī E.g Sending birthday cards, information material
27. Benefits of direct marketing
ī Home shopping is fun, convenient & hassle free
ī Saves time
ī Introduces consumers to large selection of merchandise
ī Can do comparative shopping
ī If timed properly, DM receives higher readership
ī Less visible to competitors
ī Cost effective approach
ī Can measure responses
28. Direct Mail
ī Sending offer, announcement, reminder or other item
to an individual consumer
ī Popular medium it permits target market selectivity
ī Can be personalised
ī Flexible
ī Allows early testing & response measurement
29. Catalog Marketing
īCompanies may send a full line
merchandise catalogs, business
catalogs or specialty consumer catalog
ī e.g Avon, Amway
30. Telemarketing
ī The use of the telephone and call centers to
attract prospects, sell to existing customers
and provide service by orders and answering
questions
ī Increase revenues, reduce selling costs,
improve customer satisfaction
32. Interactive Marketing
īThe newest channels for
communicating and selling directly to
customers
īInternet provides individualization and
greater interaction
īCompany can send tailored messages
that engage consumers
36. âEveryone lives by selling something.â
âUnderstand that you need to sell you and
your ideas in order to advance your career,
gain more respect, and increase your
success, influence and income.â
37. Personality traits of sales person
ī Dominance
ī Achievers
ī Affiliation
ī Creativity
ī Exhibitionism
ī Problem solving
38. âTo make it in sales, fish for whales!â
I asked my former boss what his comment
about fishing for whales actually meant.
He explained:
âJim, if you go fishing and you catch 10 goldfish,
you wonât even fill a cup â but if you catch 10
whales, you will fill half the beach!â
39. Role of Salesperson
ī Diagnostic
ī Analyst
ī Information Provider
ī Strategist
ī Tactician
ī Change agent
40. Selling Process
1. Opening a call
2. Need exploration
3. Presentation
4. Managing objections
5. Closing call
42. Sales Force Objectives & Strategy
īNeed to define the specific objectives
īTasks performed by sales people
ī Prospecting
ī Targeting
ī Communicating
ī Selling
ī Servicing
ī Information gathering
ī Allocating
44. Sales Force Size
ī Work load method
ī Customers are grouped into classes as per their sales
volume
ī Desirable number of calls are established for each class
ī Number of accounts in class X call frequency X no of
weeks = Total workload / total annual calls
ī Determine expected average number of calls per week
per sales person
ī Sales force = total annual calls / the average annual calls
made by sales rep X no of working days.
46. Managing Sales Force
ī Recruiting & managing representatives
ī Training
ī Supervising
ī Call norms
ī Motivating
ī Salary
ī Commissions or incentives
ī Combination
ī Evaluation
47. If the circus is coming to town and
you paint a sign saying
âCircus Coming to the Fairground Saturdayâ,
thatâs advertising.
48. If you put the sign on the back of an elephant
and walk it into town,
thatâs promotion.
49. If the elephant walks through the mayorâs flower bed,
thatâs publicity.
50. And if you get the mayor to laugh about it,
thatâs public relations.
51. If the townâs citizens go the circus, you show them
the many entertainment booths, explain how much
fun theyâll have spending money at the booths,
answer their questions and ultimately, they spend a
lot at the circus,
thatâs sales.
52. And, if you planned the whole thing,
thatâs Marketing!