Marketing communication presentation
-
Upload
institue-of-business-techonology -
Category
Business
-
view
611 -
download
0
description
Transcript of Marketing communication presentation
![Page 1: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/1.jpg)
CHAPTER 11CHAPTER 11
Personal Selling, Database Personal Selling, Database Marketing, & Customer Marketing, & Customer
Relationship ManagementRelationship ManagementPage 338-362Page 338-362
![Page 2: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/2.jpg)
PRESENTATION TOPICPRESENTATION TOPIC
PERSONAL SELLING PERSONAL SELLING
![Page 3: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/3.jpg)
PRESENTED BYPRESENTED BY
RAJKUMAR LOHANA RAJKUMAR LOHANA MBA (Hons) FINALMBA (Hons) FINAL
ROLL NO: 139ROLL NO: 139
![Page 4: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/4.jpg)
OVERVIEW OF CHAPTEROVERVIEW OF CHAPTER
Personal Selling Personal Selling Database Marketing Program &Database Marketing Program & Customer Relationship Management Customer Relationship Management
(CRM)(CRM)
![Page 5: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/5.jpg)
PERSONAL SELLINGPERSONAL SELLING
Direct communications Direct communications between paid between paid representatives and representatives and prospects that lead to prospects that lead to purchase orders, purchase orders, customer satisfaction customer satisfaction and post-sale service.and post-sale service.
Some time called “last Some time called “last 3 feet”3 feet”
![Page 6: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/6.jpg)
A Key to SuccessA Key to Success
Stay Close to Stay Close to Your Your
CustomerCustomerandand
LISTEN!LISTEN!
![Page 7: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/7.jpg)
Remember…it’s all Remember…it’s all about “stuff”about “stuff”
““Customers really Customers really don’t care about your don’t care about your
stuff. They care stuff. They care about their stuff.”about their stuff.”
![Page 8: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/8.jpg)
Major Category Of Personal SellingMajor Category Of Personal Selling
1.1. Retail SalesRetail Sales
2.2. Business-to-Business SellingBusiness-to-Business Selling
![Page 9: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/9.jpg)
1.Retail Selling1.Retail Selling
Sale to consumers are facilitate by Sale to consumers are facilitate by retail sales people.retail sales people.
Connection to overall IMC program Connection to overall IMC program vitally important to marketing vitally important to marketing successsuccess
![Page 10: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/10.jpg)
Retail SellingRetail Selling
![Page 11: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/11.jpg)
Categories Of Retail SellingCategories Of Retail Selling
1.1. Selling in retail outletsSelling in retail outlets
2.2. Selling services Selling services
3.3. Telemarketing Telemarketing
![Page 12: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/12.jpg)
Selling In Retail OutletSelling In Retail Outlet
Single TransactionSingle Transaction
It occurs when the buyer & seller interact for It occurs when the buyer & seller interact for the purpose of solitary purchasethe purpose of solitary purchase
ExampleExample
Automobile dealership, electronic items etc Automobile dealership, electronic items etc Order-TakerOrder-Taker
Salesperson whose primary tasks are to take Salesperson whose primary tasks are to take orders.It also serve as a cashier.orders.It also serve as a cashier.
![Page 13: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/13.jpg)
Selling In Retail OutletSelling In Retail Outlet
![Page 14: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/14.jpg)
Selling ServicesSelling Services
Selling services divided into 2 categorySelling services divided into 2 category
1. Some services sold by sales 1. Some services sold by sales representativerepresentative
ExampleExample
Insurance sales, credit cardInsurance sales, credit card
2. Person doing the selling also performs 2. Person doing the selling also performs the services.the services.
Example Example
Lube & oil shopLube & oil shop
![Page 15: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/15.jpg)
Selling ServicesSelling Services
![Page 16: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/16.jpg)
Telemarketing Telemarketing Inbound TelemarketingInbound Telemarketing
Selling in response to inbound Selling in response to inbound telephone calls telephone calls
Occur when employs handle Occur when employs handle customer callscustomer calls
ExampleExample Tool free number are designed to attract inbound Tool free number are designed to attract inbound
calls like 0800-12333calls like 0800-12333
![Page 17: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/17.jpg)
Inbound CallsInbound Calls
![Page 18: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/18.jpg)
Outbound TelemarketingOutbound Telemarketing Selling by making outbound calls to Selling by making outbound calls to
consumers or businessconsumers or business Sales representatives call customer Sales representatives call customer
or client or client ExampleExample Long distance services, credit cards,Long distance services, credit cards, Text messaging is the newest version Text messaging is the newest version
of telemarketing of telemarketing Example Example Ufone & McDonalds brings an upsize treat for u, Ufone & McDonalds brings an upsize treat for u,
buy any medium meal & get it upsized at any buy any medium meal & get it upsized at any McDonalds for Free. Also for delivery call 111 McDonalds for Free. Also for delivery call 111
![Page 19: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/19.jpg)
Out bound callsOut bound calls
![Page 20: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/20.jpg)
??
![Page 21: Marketing communication presentation](https://reader034.fdocuments.us/reader034/viewer/2022042518/5457c494af79594f558b5131/html5/thumbnails/21.jpg)
Thanks!Thanks!