Communicating Customer Value

Sales promotion, Personal selling, Online marketing

W. Rofianto

Personal selling

Salespeople, sales representatives,

agents, district managers, account

executives, sales consultants, and

sales engineers

Managing the Sales Force

The Personal Selling Process

In handling objections, the salesperson should use a positive approach,

seek out hidden objections, ask the buyer to clarify any objections, take

objections as opportunities to provide more information, and turn the

objections into reasons for buying.

https://www.youtube.com/watch?v=GQzFeqF5Fi4

Sales Promotion

Conventions, trade shows, sales

contests

Samples, Coupons, refunds,

Premiums, promotional

products, Point-of-purchase

(POP) promotions, Point-of-

purchase (POP) promotions,

discount, allowance, free goods,

specialty advertising items

Direct and Digital Marketing

Early direct marketers—catalog companies,

direct mailers, and telemarketers—

gathered customer names and sold goods

mainly by mail and telephone.

Traditional Direct Marketing Forms

Traditional Direct Marketing Forms

Kiosksinformation and ordering machines

Marketing, the Internet, and the Digital Age

Online Marketing

Online Marketing

Online Videos

https://www.youtube.com/watch?v=XpaOjMXyJGk

Social Media Marketing

Mobile Marketing

rofianto@gmail.com