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Manu Dhunna           (12027)
Pousali Chakrabarti   (12032)
Rajat Katiyar         (12034)
Shweta Mallick        (12041)
Vinnakota Harish      (12052)
Promotion

Objectives of Promotion

Concept of Promotion Mix

       Examples
• Promotion is the function of informing,
  persuading, and influencing a consumer
  decision.

• Important for non profit organizations and a
  profit oriented company.
- Informative
- Persuasive
- Reminder


   Maggi




  Nike
- Objectives
                   Providing
                  Information



Stabilize sales    Promotion           Product
                   objectives      Differentiation



                  Increase sales
- Tools
                    Advertising
       Direct                               Sales
      Marketing                          Promotion



Personal          Marketing                    Events and
 Selling          Communications               Experiences
                  Program


     Word of                                 Public
     Mouth                               Relations and
    Marketing                              Publicity
                     Direct and
                     Interactive
                     Marketing
Advertising
Sales Promotion
Events and
Experiences
PR & Publicity




Press Relations
Direct &
Interactive Marketing
Word of Mouth
Personal Selling




     Tommy Hilfiger Store
Advertising




 Public     Promotion     Personal
Relations      Mix         Selling




                Sales
             Promotion
Advertising




 Public     Promotion     Personal
Relations      Mix         Selling




                Sales
             Promotion
Advertising




 Public      Promotion    Personal
Relations       Mix        Selling




                 Sales
              Promotion
Advertising




Informative

 Persuasive

 Reminder

Institutional

 Advocacy       • Informing a target market about the benefits
                  offered by a new product or
Comparative       innovation.
                • Unfamiliar product or service to the market
 Surrogate

   Covert
Advertising




                                  Band Aid
Informative

 Persuasive

 Reminder

Institutional

 Advocacy

Comparative     PEPSI mini cans
 Surrogate

   Covert
Advertising




                             Dettol No-Touch
Informative

 Persuasive

 Reminder

Institutional

 Advocacy

Comparative

 Surrogate      Mc Donalds
   Covert
Advertising




Informative                         Nikon
 Persuasive

 Reminder

Institutional

 Advocacy

Comparative

 Surrogate      Airtel Digital TV
   Covert
Advertising




Informative

 Persuasive

 Reminder

Institutional

 Advocacy       • Focus on specific benefits of the product
                • Assumes that the consumer already
Comparative      understands the basic nature of the product

 Surrogate

   Covert
Advertising




                                         Dettol
Informative

 Persuasive

 Reminder

Institutional

 Advocacy

Comparative

 Surrogate
                Pringles – Hot & Spicy
   Covert
Advertising




                                  Pepsi Lite
Informative

 Persuasive

 Reminder

Institutional

 Advocacy

Comparative

 Surrogate
                Coca Cola Light
   Covert
Advertising




Informative            IDBI FEDERAL
 Persuasive

 Reminder

Institutional

 Advocacy

Comparative

 Surrogate
                IIPM
   Covert
Advertising




Informative

 Persuasive

 Reminder

Institutional

 Advocacy       • Maintenance for a product with the leadership
                  position in the market
Comparative     • Useful when the product has achieved market
                  domination
 Surrogate

   Covert
Advertising



                          Amul
Informative

 Persuasive

 Reminder

Institutional

 Advocacy

Comparative

 Surrogate      Fevicol
   Covert
Advertising

                • Develop goodwill for a company rather than to
                  sell a specific product.
                • To improve the advertiser's image and reputation
Informative
                               P & G – Thank You, Mom
 Persuasive

 Reminder

Institutional

 Advocacy

Comparative

 Surrogate

   Covert
Advertising




Informative                Hero Honda
 Persuasive

 Reminder

Institutional

 Advocacy

Comparative
                Mahindra
 Surrogate

   Covert
Advertising
                • This advertising is used to publicize a particular
                  cause.
                • All the social ads fall into this category

Informative

 Persuasive

 Reminder

Institutional

 Advocacy
                                                    Expedia ‘Give Them Wings’
                                                    Project
Comparative

 Surrogate

   Covert
Advertising
                The Bloodline Club, A Tata Docomo Initiative



Informative

 Persuasive

 Reminder

Institutional

 Advocacy

Comparative

 Surrogate

   Covert
Advertising

                Ford India “I Pledge To Drive Safe”



Informative

 Persuasive

 Reminder

Institutional

 Advocacy

Comparative

 Surrogate

   Covert
Advertising
                • Emphasizes on negative attributes of the competitors
                  product instead of focusing on positive attributes of
                  own products

Informative

 Persuasive
                                    Complan vs Horlicks
 Reminder

Institutional

 Advocacy

Comparative

 Surrogate

   Covert
Advertising




Informative                       The Hindu vs TOI

 Persuasive

 Reminder

Institutional

 Advocacy

Comparative

 Surrogate      Verizon vs AT&T

   Covert
Advertising
                • Surrogate Advertising is a form of advertising which is
                  used to promote banned products like Cigarettes and
                  alcohol

Informative

 Persuasive

 Reminder                                     Bagpiper – Club soda

Institutional

 Advocacy

Comparative

 Surrogate            Imperial Blue – Music Cd’s

   Covert
Advertising




Informative     Aston Martin – Casino Royale

 Persuasive

 Reminder

Institutional

 Advocacy

Comparative

 Surrogate

   Covert
Advertising




Informative     Moto GP

 Persuasive

 Reminder

Institutional

 Advocacy

Comparative     NFS Carbon

 Surrogate

   Covert
Advertising




 Public     Promotion     Personal
Relations      Mix         Selling




                Sales
             Promotion
Public
            Relations




   Sales    Promotion
                        Advertising
Promotion      Mix




             Personal
              Selling
Public Relations
FUNCTIONS             TOOLS

Press Relations       Publications
Product publicity     Events
Lobbying              Sponsorships
Counselling           News
                      Speeches
                      Public Service activities
                      Identity Media
Publications

                                 Financial Results




Information Brochure for AMITY
Events
ss                                                         Sunfeast School Programme




     Pehchaan Manch by Taaza




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Events
• Co-scholastics - SUNFEAST MILKY MAGIC ALL
  ROUNDER by ITC




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Lobbying
SPONSORSHIP - EVENTS
Sponsorship
•SBI - ‘Adoption of Girl Child’ scheme, wherein the bank
will sponsor their education up to Class XII




•Pond’s – Miss India
Speeches
Pond’s – Community service




Pond’s launched ‘Stop domestic violence’ campaign


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Public Service Activities

                         Community Service




Donation of computers
Public Service Activities
• Flood relief: donation by SBI officers - lakhs
  of Rupees are contributed to the PMRF
DIRECT CONSUMER CONTACT
• Swasthya Chetana -18000 villages - 70 million
  consumers - rural health & hygiene
  programme in India.




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Sponsorship




Kingfisher - 2011 – IPL Good Times Partner
Social media




Clear Trip- Facebook page
Blog – Clear Trip
ITC – Social Media
ITC - Event
Kerala Tourism - Twitter
IDENTITY MEDIA - LOGOS
IDENTITY MEDIA
                      JET AIRWAYS




KINGFISHER AIRLINES
Public
            Relations




   Sales    Promotion
                        Advertising
Promotion      Mix




             Personal
              Selling
Public
            Relations




   Sales    Promotion
                        Advertising
Promotion      Mix




             Personal
              Selling
Personal
               Selling




              Promotion      Sales
Advertising      Mix      Promotion




               Public
              Relations
Personal
  Selling




                   • One to one presentation of ideas, goods, services
Personal Selling   • For attitudinal change
                   • Personalized form of communication
  Advantages
                        • Face to face
Disadvantages      • Presents features and benefits of products/services
                   • Three main areas:
   Changes
                        • Retail Selling, B2B and Direct Selling
     Retail        • Integral part of Marketing Communications
     B2B
                        •Clinches the Deal!

 Direct Selling
Personal
  Selling



                   • Face to face
Personal Selling   • Customizable sales message
                   • Two way nature sales process
  Advantages          • Fast Feedback
Disadvantages      • Long term relationships
                   • For reaching customers who are not easily
   Changes
                     reached through other methods
     Retail        • The best example is in selling to the
                     business market
     B2B

 Direct Selling
Personal
  Selling




                   • The degree to which this promotional method is
Personal Selling     misunderstood
                   • High cost per contact
  Advantages
                   • Training cost
Disadvantages      • When salesperson leaves the jobs
   Changes

     Retail

     B2B

 Direct Selling
Personal
  Selling




                   • Since 70’s personal selling has gone through
Personal Selling   following stages:
                       - Consultative
  Advantages
                       - Strategic
Disadvantages          - Relationship
   Changes

     Retail

     B2B

 Direct Selling
Personal
  Selling


                      - Single or repeat transactions at point-of-
                       purchase
Personal Selling       - Knowledgeable, efficient and courteous service
                   • Single transaction
  Advantages
                       - Sales person spends time with customer
Disadvantages          - Close sale on the spot
                   • Repeat transaction
   Changes
                       - Relationship between buyer and seller
     Retail            - Customer returns
     B2B

 Direct Selling
Personal
  Selling

                                     1. Uses ‘The Apple
                                        Store’ to bring
                                        customers in
Personal Selling                     2. Knowledgeable
                                        sales staff
  Advantages                         3. In-store
                                        comparative
Disadvantages
                                        selling to other
   Changes                              brands
                                     4. Strong advertising
     Retail        The Apple Store      and online
                                        integration
     B2B                             5. User friendly
 Direct Selling
Personal
  Selling




Personal Selling

  Advantages

Disadvantages

   Changes

     Retail

     B2B
                   Tanishq Showroom,
 Direct Selling         Lucknow
Personal
  Selling

                       - Lucrative sale
                       - Highly trained sales people
                       - Build relationships with customers
Personal Selling
                   • Field sales force
  Advantages           - Organization’s external sales representatives
                       - Call customers to pursue orders
Disadvantages
                   • Inside sales force
   Changes             - Order takers
     Retail
                       - Accept orders from customers by phone or
                       other means
     B2B

 Direct Selling
Personal
  Selling
                                                      1. Announced entry
                                                         in B2B in
                                                         June,2012
                                                      2. Estimated
Personal Selling                                         integrated display
                                                         market is around
  Advantages                                             Rs 2,500 crore at
                                                         25% growth
Disadvantages
                                                          • Digital menu
   Changes                                                    boards for
                   During the launch of business              restaurants,
                    solutions simplified with LG
     Retail                                               • Video
                    B2B Technology Products in
                      New Delhi on Tuesday.                   conferencing
     B2B                                                      solutions
                                                          • Commercial
 Direct Selling
                                LG commercial monitor         displays and
                                                              surveillance
                                                              cameras
Personal
  Selling




Personal Selling

  Advantages

Disadvantages

   Changes         Dell PowerEdge T605             Cisco WRV200
                                                   Wireless-G VPN
     Retail                                        Router

     B2B
                                         Cisco 7970G IP
 Direct Selling                          Phone
Personal
  Selling

                   Deloitte's How-to Guides



Personal Selling

  Advantages

Disadvantages

   Changes

     Retail

     B2B

 Direct Selling
Personal
  Selling


                      - Contact customers directly
                      -Effective database management systems
Personal Selling      - Expected be become Rs 10,844 crore industry (organised
                      and unorganised) - growth of 20%
  Advantages
                   • Telemarketing
Disadvantages         - Telecommunications to promote products/services of a -
                      - business
   Changes
                   • Online sales
     Retail
                   • Use internet to conduct sales
     B2B

 Direct Selling
Personal
  Selling


                   1. Founded in 1886
                   2. Began as door-to-door
Personal Selling      sales business
                   3. Maintains large staff
  Advantages          of personal sellers (3
                      million worldwide)
Disadvantages      4. Online integration
                      with personal selling
   Changes
                   5. Advertising
     Retail           involvement with
                      personal selling
     B2B           6. Ad states where to call
                      for available sales
 Direct Selling       representatives
Personal
  Selling



                                               1. Founded in 1946
                                               2. Best known for its plastic
Personal Selling                                  bowls and storage
                                                  containers
  Advantages                                   3. Independent sales
                                                  force(1.9 million
Disadvantages
                                                  worldwide)
   Changes                                     4. Women – Prime sellers
                                               5. Print advertising
     Retail        Tupperware party in 1960s      involvement with
                                                  personal selling
     B2B                                       6. Dealers earned 25%
                                                  commission on sales
 Direct Selling
Personal
  Selling




                   1. Founded in 1959
Personal Selling   2. Country's largest
                      direct selling
  Advantages
                      company
Disadvantages      3. Maintains large
                      staff - 20,000
   Changes

     Retail

     B2B

 Direct Selling
Personal
               Selling




              Promotion      Sales
Advertising      Mix      Promotion




               Public
              Relations
Sales
           Promotion




Personal   Promotion      Public
 Selling      Mix        Relations




           Advertising
BOGOF                       Discounts



      Trials and                                                 Free Gifts
    Demonstrations


                                       Sales
                                    Promotion                          CRM
Merchandising



                                                                 Finance Deals
     Lucky Draw


                     Free Samples                      Joint
                                                    Promotions


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• To provide incentive

• Direct action oriented

• Short term

• Time bound
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BOGOF                       Discounts



      Trials and                                                 Free Gifts
    Demonstrations


                                       Sales
                                    Promotion                          CRM
Merchandising



                                                                 Finance Deals
     Lucky Draw


                     Free Samples                      Joint
                                                    Promotions


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Buy one get one FREE !! (BOGOF)




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Buy one get four FREE !!




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BOGOF                       Discounts



      Trials and                                                 Free Gifts
    Demonstrations


                                       Sales
                                    Promotion                          CRM
Merchandising



                                                                 Finance Deals
     Lucky Draw


                     Free Samples                      Joint
                                                    Promotions


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Discounts




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BOGOF                       Discounts



      Trials and                                                 Free Gifts
    Demonstrations


                                       Sales
                                    Promotion                          CRM
Merchandising



                                                                 Finance Deals
     Lucky Draw


                     Free Samples                      Joint
                                                    Promotions


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BOGOF                       Discounts



      Trials and                                                 Free Gifts
    Demonstrations


                                       Sales
                                    Promotion                          CRM
Merchandising



                                                                 Finance Deals
     Lucky Draw


                     Free Samples                      Joint
                                                    Promotions


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BOGOF                       Discounts



      Trials and                                                 Free Gifts
    Demonstrations


                                       Sales
                                    Promotion                          CRM
Merchandising



                                                                 Finance Deals
     Lucky Draw


                     Free Samples                      Joint
                                                    Promotions


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BOGOF                       Discounts



      Trials and                                                 Free Gifts
    Demonstrations


                                       Sales
                                    Promotion                          CRM
Merchandising



                                                                 Finance Deals
     Lucky Draw


                     Free Samples                      Joint
                                                    Promotions


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Promotional Event of Movie “Barfi“ at CCD by the star cast of the movie
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Star cast of LBZ launched LBZ (Love Break up Zindagi) coffee at Cafe
Coffee Day Bandra, Mumbai
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BOGOF                       Discounts



      Trials and                                                 Free Gifts
    Demonstrations


                                       Sales
                                    Promotion                          CRM
Merchandising



                                                                 Finance Deals
     Lucky Draw


                     Free Samples                      Joint
                                                    Promotions


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BOGOF                       Discounts



      Trials and                                                 Free Gifts
    Demonstrations


                                       Sales
                                    Promotion                          CRM
Merchandising



                                                                 Finance Deals
     Lucky Draw


                     Free Samples                      Joint
                                                    Promotions


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BOGOF                       Discounts



      Trials and                                                 Free Gifts
    Demonstrations


                                       Sales
                                    Promotion                          CRM
Merchandising



                                                                 Finance Deals
     Lucky Draw


                     Free Samples                      Joint
                                                    Promotions


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BOGOF                       Discounts



      Trials and                                                 Free Gifts
    Demonstrations


                                       Sales
                                    Promotion                          CRM
Merchandising



                                                                 Finance Deals
     Lucky Draw


                     Free Samples                      Joint
                                                    Promotions


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Thank You
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Marketing Promotion : Concept, Objectives and Tools

  • 1. Manu Dhunna (12027) Pousali Chakrabarti (12032) Rajat Katiyar (12034) Shweta Mallick (12041) Vinnakota Harish (12052)
  • 2. Promotion Objectives of Promotion Concept of Promotion Mix Examples
  • 3. • Promotion is the function of informing, persuading, and influencing a consumer decision. • Important for non profit organizations and a profit oriented company.
  • 6. - Reminder Maggi Nike
  • 7. - Objectives Providing Information Stabilize sales Promotion Product objectives Differentiation Increase sales
  • 8. - Tools Advertising Direct Sales Marketing Promotion Personal Marketing Events and Selling Communications Experiences Program Word of Public Mouth Relations and Marketing Publicity Direct and Interactive Marketing
  • 12. PR & Publicity Press Relations
  • 15. Personal Selling Tommy Hilfiger Store
  • 16. Advertising Public Promotion Personal Relations Mix Selling Sales Promotion
  • 17. Advertising Public Promotion Personal Relations Mix Selling Sales Promotion
  • 18. Advertising Public Promotion Personal Relations Mix Selling Sales Promotion
  • 19. Advertising Informative Persuasive Reminder Institutional Advocacy • Informing a target market about the benefits offered by a new product or Comparative innovation. • Unfamiliar product or service to the market Surrogate Covert
  • 20. Advertising Band Aid Informative Persuasive Reminder Institutional Advocacy Comparative PEPSI mini cans Surrogate Covert
  • 21. Advertising Dettol No-Touch Informative Persuasive Reminder Institutional Advocacy Comparative Surrogate Mc Donalds Covert
  • 22. Advertising Informative Nikon Persuasive Reminder Institutional Advocacy Comparative Surrogate Airtel Digital TV Covert
  • 23. Advertising Informative Persuasive Reminder Institutional Advocacy • Focus on specific benefits of the product • Assumes that the consumer already Comparative understands the basic nature of the product Surrogate Covert
  • 24. Advertising Dettol Informative Persuasive Reminder Institutional Advocacy Comparative Surrogate Pringles – Hot & Spicy Covert
  • 25. Advertising Pepsi Lite Informative Persuasive Reminder Institutional Advocacy Comparative Surrogate Coca Cola Light Covert
  • 26. Advertising Informative IDBI FEDERAL Persuasive Reminder Institutional Advocacy Comparative Surrogate IIPM Covert
  • 27. Advertising Informative Persuasive Reminder Institutional Advocacy • Maintenance for a product with the leadership position in the market Comparative • Useful when the product has achieved market domination Surrogate Covert
  • 28. Advertising Amul Informative Persuasive Reminder Institutional Advocacy Comparative Surrogate Fevicol Covert
  • 29. Advertising • Develop goodwill for a company rather than to sell a specific product. • To improve the advertiser's image and reputation Informative P & G – Thank You, Mom Persuasive Reminder Institutional Advocacy Comparative Surrogate Covert
  • 30. Advertising Informative Hero Honda Persuasive Reminder Institutional Advocacy Comparative Mahindra Surrogate Covert
  • 31. Advertising • This advertising is used to publicize a particular cause. • All the social ads fall into this category Informative Persuasive Reminder Institutional Advocacy Expedia ‘Give Them Wings’ Project Comparative Surrogate Covert
  • 32. Advertising The Bloodline Club, A Tata Docomo Initiative Informative Persuasive Reminder Institutional Advocacy Comparative Surrogate Covert
  • 33. Advertising Ford India “I Pledge To Drive Safe” Informative Persuasive Reminder Institutional Advocacy Comparative Surrogate Covert
  • 34. Advertising • Emphasizes on negative attributes of the competitors product instead of focusing on positive attributes of own products Informative Persuasive Complan vs Horlicks Reminder Institutional Advocacy Comparative Surrogate Covert
  • 35. Advertising Informative The Hindu vs TOI Persuasive Reminder Institutional Advocacy Comparative Surrogate Verizon vs AT&T Covert
  • 36. Advertising • Surrogate Advertising is a form of advertising which is used to promote banned products like Cigarettes and alcohol Informative Persuasive Reminder Bagpiper – Club soda Institutional Advocacy Comparative Surrogate Imperial Blue – Music Cd’s Covert
  • 37. Advertising Informative Aston Martin – Casino Royale Persuasive Reminder Institutional Advocacy Comparative Surrogate Covert
  • 38. Advertising Informative Moto GP Persuasive Reminder Institutional Advocacy Comparative NFS Carbon Surrogate Covert
  • 39. Advertising Public Promotion Personal Relations Mix Selling Sales Promotion
  • 40. Public Relations Sales Promotion Advertising Promotion Mix Personal Selling
  • 41. Public Relations FUNCTIONS TOOLS Press Relations Publications Product publicity Events Lobbying Sponsorships Counselling News Speeches Public Service activities Identity Media
  • 42. Publications Financial Results Information Brochure for AMITY
  • 43. Events ss Sunfeast School Programme Pehchaan Manch by Taaza INDIAN INSTITUTE OF MANAGEMENT 43 RAIPUR
  • 44. Events • Co-scholastics - SUNFEAST MILKY MAGIC ALL ROUNDER by ITC INDIAN INSTITUTE OF MANAGEMENT 44 RAIPUR
  • 47. Sponsorship •SBI - ‘Adoption of Girl Child’ scheme, wherein the bank will sponsor their education up to Class XII •Pond’s – Miss India
  • 49. Pond’s – Community service Pond’s launched ‘Stop domestic violence’ campaign INDIAN INSTITUTE OF MANAGEMENT 49 RAIPUR
  • 50. Public Service Activities Community Service Donation of computers
  • 51. Public Service Activities • Flood relief: donation by SBI officers - lakhs of Rupees are contributed to the PMRF
  • 52. DIRECT CONSUMER CONTACT • Swasthya Chetana -18000 villages - 70 million consumers - rural health & hygiene programme in India. INDIAN INSTITUTE OF MANAGEMENT 52 RAIPUR
  • 53. Sponsorship Kingfisher - 2011 – IPL Good Times Partner
  • 54. Social media Clear Trip- Facebook page
  • 56. ITC – Social Media
  • 58. Kerala Tourism - Twitter
  • 60. IDENTITY MEDIA JET AIRWAYS KINGFISHER AIRLINES
  • 61. Public Relations Sales Promotion Advertising Promotion Mix Personal Selling
  • 62. Public Relations Sales Promotion Advertising Promotion Mix Personal Selling
  • 63. Personal Selling Promotion Sales Advertising Mix Promotion Public Relations
  • 64. Personal Selling • One to one presentation of ideas, goods, services Personal Selling • For attitudinal change • Personalized form of communication Advantages • Face to face Disadvantages • Presents features and benefits of products/services • Three main areas: Changes • Retail Selling, B2B and Direct Selling Retail • Integral part of Marketing Communications B2B •Clinches the Deal! Direct Selling
  • 65. Personal Selling • Face to face Personal Selling • Customizable sales message • Two way nature sales process Advantages • Fast Feedback Disadvantages • Long term relationships • For reaching customers who are not easily Changes reached through other methods Retail • The best example is in selling to the business market B2B Direct Selling
  • 66. Personal Selling • The degree to which this promotional method is Personal Selling misunderstood • High cost per contact Advantages • Training cost Disadvantages • When salesperson leaves the jobs Changes Retail B2B Direct Selling
  • 67. Personal Selling • Since 70’s personal selling has gone through Personal Selling following stages: - Consultative Advantages - Strategic Disadvantages - Relationship Changes Retail B2B Direct Selling
  • 68. Personal Selling - Single or repeat transactions at point-of- purchase Personal Selling - Knowledgeable, efficient and courteous service • Single transaction Advantages - Sales person spends time with customer Disadvantages - Close sale on the spot • Repeat transaction Changes - Relationship between buyer and seller Retail - Customer returns B2B Direct Selling
  • 69. Personal Selling 1. Uses ‘The Apple Store’ to bring customers in Personal Selling 2. Knowledgeable sales staff Advantages 3. In-store comparative Disadvantages selling to other Changes brands 4. Strong advertising Retail The Apple Store and online integration B2B 5. User friendly Direct Selling
  • 70. Personal Selling Personal Selling Advantages Disadvantages Changes Retail B2B Tanishq Showroom, Direct Selling Lucknow
  • 71. Personal Selling - Lucrative sale - Highly trained sales people - Build relationships with customers Personal Selling • Field sales force Advantages - Organization’s external sales representatives - Call customers to pursue orders Disadvantages • Inside sales force Changes - Order takers Retail - Accept orders from customers by phone or other means B2B Direct Selling
  • 72. Personal Selling 1. Announced entry in B2B in June,2012 2. Estimated Personal Selling integrated display market is around Advantages Rs 2,500 crore at 25% growth Disadvantages • Digital menu Changes boards for During the launch of business restaurants, solutions simplified with LG Retail • Video B2B Technology Products in New Delhi on Tuesday. conferencing B2B solutions • Commercial Direct Selling LG commercial monitor displays and surveillance cameras
  • 73. Personal Selling Personal Selling Advantages Disadvantages Changes Dell PowerEdge T605 Cisco WRV200 Wireless-G VPN Retail Router B2B Cisco 7970G IP Direct Selling Phone
  • 74. Personal Selling Deloitte's How-to Guides Personal Selling Advantages Disadvantages Changes Retail B2B Direct Selling
  • 75. Personal Selling - Contact customers directly -Effective database management systems Personal Selling - Expected be become Rs 10,844 crore industry (organised and unorganised) - growth of 20% Advantages • Telemarketing Disadvantages - Telecommunications to promote products/services of a - - business Changes • Online sales Retail • Use internet to conduct sales B2B Direct Selling
  • 76. Personal Selling 1. Founded in 1886 2. Began as door-to-door Personal Selling sales business 3. Maintains large staff Advantages of personal sellers (3 million worldwide) Disadvantages 4. Online integration with personal selling Changes 5. Advertising Retail involvement with personal selling B2B 6. Ad states where to call for available sales Direct Selling representatives
  • 77. Personal Selling 1. Founded in 1946 2. Best known for its plastic Personal Selling bowls and storage containers Advantages 3. Independent sales force(1.9 million Disadvantages worldwide) Changes 4. Women – Prime sellers 5. Print advertising Retail Tupperware party in 1960s involvement with personal selling B2B 6. Dealers earned 25% commission on sales Direct Selling
  • 78. Personal Selling 1. Founded in 1959 Personal Selling 2. Country's largest direct selling Advantages company Disadvantages 3. Maintains large staff - 20,000 Changes Retail B2B Direct Selling
  • 79. Personal Selling Promotion Sales Advertising Mix Promotion Public Relations
  • 80. Sales Promotion Personal Promotion Public Selling Mix Relations Advertising
  • 81. BOGOF Discounts Trials and Free Gifts Demonstrations Sales Promotion CRM Merchandising Finance Deals Lucky Draw Free Samples Joint Promotions INDIAN INSTITUTE OF MANAGEMENT 81 RAIPUR
  • 82. • To provide incentive • Direct action oriented • Short term • Time bound INDIAN INSTITUTE OF MANAGEMENT 82 RAIPUR
  • 83. BOGOF Discounts Trials and Free Gifts Demonstrations Sales Promotion CRM Merchandising Finance Deals Lucky Draw Free Samples Joint Promotions INDIAN INSTITUTE OF MANAGEMENT 83 RAIPUR
  • 84. Buy one get one FREE !! (BOGOF) INDIAN INSTITUTE OF MANAGEMENT 84 RAIPUR
  • 85. Buy one get four FREE !! INDIAN INSTITUTE OF MANAGEMENT 85 RAIPUR
  • 86. BOGOF Discounts Trials and Free Gifts Demonstrations Sales Promotion CRM Merchandising Finance Deals Lucky Draw Free Samples Joint Promotions INDIAN INSTITUTE OF MANAGEMENT 86 RAIPUR
  • 87. Discounts INDIAN INSTITUTE OF MANAGEMENT 87 RAIPUR
  • 88. INDIAN INSTITUTE OF MANAGEMENT 88 RAIPUR
  • 89. INDIAN INSTITUTE OF MANAGEMENT 89 RAIPUR
  • 90. BOGOF Discounts Trials and Free Gifts Demonstrations Sales Promotion CRM Merchandising Finance Deals Lucky Draw Free Samples Joint Promotions INDIAN INSTITUTE OF MANAGEMENT 90 RAIPUR
  • 91. INDIAN INSTITUTE OF MANAGEMENT 91 RAIPUR
  • 92. INDIAN INSTITUTE OF MANAGEMENT 92 RAIPUR
  • 93. INDIAN INSTITUTE OF MANAGEMENT 93 RAIPUR
  • 94. BOGOF Discounts Trials and Free Gifts Demonstrations Sales Promotion CRM Merchandising Finance Deals Lucky Draw Free Samples Joint Promotions INDIAN INSTITUTE OF MANAGEMENT 94 RAIPUR
  • 95. INDIAN INSTITUTE OF MANAGEMENT 95 RAIPUR
  • 96. INDIAN INSTITUTE OF MANAGEMENT 96 RAIPUR
  • 97. BOGOF Discounts Trials and Free Gifts Demonstrations Sales Promotion CRM Merchandising Finance Deals Lucky Draw Free Samples Joint Promotions INDIAN INSTITUTE OF MANAGEMENT 97 RAIPUR
  • 98. INDIAN INSTITUTE OF MANAGEMENT 98 RAIPUR
  • 99. INDIAN INSTITUTE OF MANAGEMENT 99 RAIPUR
  • 100. INDIAN INSTITUTE OF MANAGEMENT 100 RAIPUR
  • 101. INDIAN INSTITUTE OF MANAGEMENT 101 RAIPUR
  • 102. INDIAN INSTITUTE OF MANAGEMENT 102 RAIPUR
  • 103. INDIAN INSTITUTE OF MANAGEMENT 103 RAIPUR
  • 104. INDIAN INSTITUTE OF MANAGEMENT 104 RAIPUR
  • 105. BOGOF Discounts Trials and Free Gifts Demonstrations Sales Promotion CRM Merchandising Finance Deals Lucky Draw Free Samples Joint Promotions INDIAN INSTITUTE OF MANAGEMENT 105 RAIPUR
  • 106. INDIAN INSTITUTE OF MANAGEMENT 106 RAIPUR
  • 107. Promotional Event of Movie “Barfi“ at CCD by the star cast of the movie INDIAN INSTITUTE OF MANAGEMENT 107 RAIPUR
  • 108. Star cast of LBZ launched LBZ (Love Break up Zindagi) coffee at Cafe Coffee Day Bandra, Mumbai INDIAN INSTITUTE OF MANAGEMENT 108 RAIPUR
  • 109. BOGOF Discounts Trials and Free Gifts Demonstrations Sales Promotion CRM Merchandising Finance Deals Lucky Draw Free Samples Joint Promotions INDIAN INSTITUTE OF MANAGEMENT 109 RAIPUR
  • 110. INDIAN INSTITUTE OF MANAGEMENT 110 RAIPUR
  • 111. INDIAN INSTITUTE OF MANAGEMENT 111 RAIPUR
  • 112. BOGOF Discounts Trials and Free Gifts Demonstrations Sales Promotion CRM Merchandising Finance Deals Lucky Draw Free Samples Joint Promotions INDIAN INSTITUTE OF MANAGEMENT 112 RAIPUR
  • 113. INDIAN INSTITUTE OF MANAGEMENT 113 RAIPUR
  • 114. BOGOF Discounts Trials and Free Gifts Demonstrations Sales Promotion CRM Merchandising Finance Deals Lucky Draw Free Samples Joint Promotions INDIAN INSTITUTE OF MANAGEMENT 114 RAIPUR
  • 115. INDIAN INSTITUTE OF MANAGEMENT 115 RAIPUR
  • 116. INDIAN INSTITUTE OF MANAGEMENT 116 RAIPUR
  • 117. INDIAN INSTITUTE OF MANAGEMENT 117 RAIPUR
  • 118. BOGOF Discounts Trials and Free Gifts Demonstrations Sales Promotion CRM Merchandising Finance Deals Lucky Draw Free Samples Joint Promotions INDIAN INSTITUTE OF MANAGEMENT 118 RAIPUR
  • 119. INDIAN INSTITUTE OF MANAGEMENT 119 RAIPUR
  • 120. INDIAN INSTITUTE OF MANAGEMENT 120 RAIPUR
  • 121. Thank You INDIAN INSTITUTE OF MANAGEMENT 121 RAIPUR