PPT-Global Marketing Communications Decisions II: Sales Promotions & Personal Selling

Chapter 14 Introduction In addition to advertising publicity and PR the promotion mix includes Sponsorships Sales promotion Direct marketing Personal selling Internet Infomercials. mcgrawhillcacollegebelch Endnotes 546 Credits and Acknowledgments 560 Name and Company Index 563 Subject Index 568 17. ©2012 . Cengage. Learning. All Rights Reserved. . Introductory Scenario: . Don’t Mess With Les. Who was Les Wunderman?. He created the Columbia House record club and “invented” the modern era of direct marketing.. Anand. G . Khanna. . SALES & . MARKETING . Purpose of organization is only one . i.e. to create . / . identify and satisfy the customers. We exist only for customers. The rest is process.. . sales management. nineteen. Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.. LEARNING OBJECTIVES. Tank You. 1. Chapter. What Is Selling?. Personal Selling Today. A New Definition of Personal Selling. The Golden Rule of Personal Selling. Everybody Sells!. What Salespeople Are Paid to Do. Why Choose a Sales Career?. Chapter 12. Chapter Objectives. What are the two main categories of sales promotions and how do they differ?. What are the advantages and disadvantages of the various types of consumer promotions?. What are the major categories of trade promotions and how are they used?. a producer to potential buyers to introduce the product and push . them to buy during a given period.. Goal: to influence the behavior of the . potential consumer? . Use: all possible means of influencing and. Learning Objectives. 1. . Describe . the . role of personal selling in marketing.. 2. . Discuss the key roles of salespeople as financial contributors, change agents, . communication agents, and customer. . Sindhu. AMA’s definition. Planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as the tasks apply to the . Why Sales Should Report to Marketing. Automating Profitable Growth™. B2B Marketing Trends. New World of B2B Marketing and Selling: Why Sales Should Report to Marketing. You must be saying, “What?” This article title makes no sense, right? Well, let me assure you: you’ve read it right. I firmly believe B2B marketing is taking over B2B selling, and I’ll explain why this makes sense.. Integrated Marketing Communications. 14-. 2. Outline. Promotion, marketing communications and IMC defined. AIDA concept. The promotional mix. Direct marketing. Optimal promotional mix. Push and Pull Strategies. Chapter Overview. Consumer promotions. Directed to individuals/ businesses . that use product. Trade promotions. Directed to channel . members. Can . differentiate a brand. Use varies – product life cycle. Chapter 16. 16-. 2. Learning Objectives. Local market characteristics that affect the advertising and promotion of products. The strengths and weaknesses of sales promotion and public relations in global marketing. Selling Skills . Chapter 2. Dr. Senem SÖNMEZ SELÇUK. . A. . product that is well conceived and produced through the . Combination of the most modern technologies and the best of inputs . cannot sell itself.