File Name: advertising sales promotion and sales management .zip
- Advertising, Sales Promotion and Sales Management - Cdlu.ac.in
- Main Types of Sales Promotions
- How to Establish a Promotional Mix
The demand for both products and services depend on various market conditions including competition, capital and communication. In this context, B. On the other hand, a student also will be equipped with skills required to motivate and train the sales force and enhance their productivity.
Advertising, Sales Promotion and Sales Management - Cdlu.ac.in
Sales and advertising are both functions of marketing, which involves getting products from the idea stage to consumers. Many small companies run advertising first to support the selling function. The advertising helps inform consumers and business customers about the company's products and services.
Subsequently, sales reps call on consumers or business customers to close the deal. Small companies may use either more advertising or more selling, which largely depends upon the nature of the businesses. Sales is more personal than advertising. Sales reps either call their customers on the phone or visit them in person. The sales rep and customer are involved in two-way communication. Sales reps present information about their products and services.
Meanwhile, customers are free to interject and ask questions. Advertising is a "non-personal form of promotion," according to Know This, a popular online business reference site. It involves only one-way communication from the company. Advertising is designed to reach many people simultaneously through magazines, newspapers, billboards, television, the Internet, radio and television.
Small companies use sales and marketing to serve different functions. Sales is more of a push strategy. For example, manufacturer sales reps go out and try to push their products through various distribution channels, starting with wholesalers. Wholesalers then push the product on retailers. Sales reps may use incentives such as buy-back guarantees or free trials to get wholesalers to sell their products.
Wholesalers may allow retailers to buy products on consignment, where retailers pay only for the products they sell. Contrarily, companies use advertising to pull products through distribution channels. They deliver their advertising messages to consumers.
The consumers, in turn, demand the product, which pulls it through the various distribution channels. Advertisers also use coupons or special deals to entice consumers.
Business owners have different objectives when using sales or advertising. Sales people introduce the benefits and features of products during presentations. They may even compare key features with those of competitors.
However, the objective of the sales rep is to close the sale. He may need to overcome certain objections before closing, but the close gets the business. Advertising is designed to follow the AIDA principle, which stands for attention, interest, desire and action, according to marketing expert Dave Dolak. Advertisers use headlines or noises to attract the reader's or listener's attention, respectively.
They write compelling copy to keep the consumer's interest. Advertisers may then have the consumer picture herself using the product to create desire. And they may use incentives like coupons or deadlines to prompt consumers to action.
A person who sees an ad may act by visiting a store and purchasing the item. Sales is usually a more infrequent activity than advertising. Sales reps visit their customers, make their sales and the products are shipped to customers.
They may not visit a particular customer again for another month or two. Advertising usually occurs more frequently. Small companies may advertise daily, weekly or monthly, depending on the type of media.
It takes time for people to respond to advertising. They often need to hear an advertising message multiple times before they understand the offer or start recognizing a particular brand or company. By Rick Suttle. What Is a Hook in Marketing? Reach Sales is more personal than advertising. Function Small companies use sales and marketing to serve different functions. Objectives Business owners have different objectives when using sales or advertising.
Frequency Sales is usually a more infrequent activity than advertising. Related Articles.
Main Types of Sales Promotions
You drive sales by promoting the benefits of your company's goods or services to pools of potential buyers. The ways you promote your organization will largely determine whether you successfully plant the right messages in the minds of your target audience. This module explains how you can establish a promotional mix best suited to your company's needs and resources. Even a superior product doesn't sell itself. Your customers need information about your product or service before they buy it. The ways you communicate features and benefits to your potential customers is called a promotional mix. This Business Builder will explain how you can maximize your company's promotional mix for best results.
The marketer must choose which is the best form of promotion for the target audience, so he or she will develop a marketing plan. A business must have a marketing plan in order to produce, communicate, and sell products and services. Using research on segments of the target audience, a marketing plan is written. Once the plan has been developed, a budget is set for the promotional campaign. Promotion is when a business decides which forms of communication it wants to use in their marketing plan. Research is done that details market research, segmentation, and budget. Large companies might choose to do a national campaign, especially if the brand is already familiar to the consumer.
How to Establish a Promotional Mix
Promotion is used to communicate with customers with respect to product offerings. This article explores the role of promotion in the information marketplace. The tools that can be employed in the promotional mix include: advertising; direct marketing;sales promotion; public relations and publicity; personal selling and sponsorship.
The 4 Ps of marketing are product, price, place and promotion. All four of these elements combine to make a successful marketing strategy. The four main tools of promotion are advertising, sales promotion, public relation and direct marketing.
Main Types of Sales Promotions
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