Organisations And Finance : Make sure you are clear on what makes you different from your competitors. Talk to some of your customers or find out why they choose to buy from you and what could make them switch teams and buy from your competitors instead.

1. Sales & Marketing
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2. Sales & Marketing
Satisfy Needs
Position in Organisation
Difference between Sales & Marketing
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3. Needs
Food and Warm
Relationships
Esteem & Self esteem
Belongings
People buy to satisfy needs
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4. Commercial needs
Payback/ROI
Functionality
Esteem
Buildings
Clothes
Cars
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5. Position in Organisation
Chairman
Managing Director
Marketing Director
AKA Sales Director, Sales and Marketing Director
Finance Director
Production Director
IT Director
HR Director
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6. Sales Process
Suspects
Need qualifying
Prospects
Have budget and project in mind
Customers
Placed orders
Sales Funnel
Many suspects, fewer prospects, even fewer customers
Sales Forecasting (0% to 100%)
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7. Sales Technologies
Contact Management Systems
Customer Relationship Management
Internet
Call Centre
Inbound
Outbound
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8. Channels
Direct Sales
Mail Order/Magazines/Newspapers/Catalogues
Telephone Order (MOTO)
Dealers
Distributors
Wholesalers
Retailers
Internet
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9. Marketing
Exploring the market
Influencing the market
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10. Marketing
Advertising
Database Marketing
Market Research
Channels
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11. Advertising
Corporate Advertising
Stress Financial Stability
Leading Technologies Stress Leadership
Product/Service Advertising
Immediate & Measurable Effect on Sales
Product Awareness
Promotions
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12. Database Marketing
Demographics (ABC)
Mailing Lists
Targeting
Reduce Costs, Irritation to Potential Client
Large Databases
Electoral Roll
Telephone Directories
Magazine and Club, Store card memberships
Cross-Correlation
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13. Market Research
Sampling
Questionnaires
Statistical Analysis
Focus Groups
Selected People
Detailed Analysis
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14. Channels
Print
Nationals
Locals
Magazines
Television
Interactive
Internet
Marketing
Interactive
Billboards
Radio
Sponsorship
Worldwide - Local
Endorsements
David Beckham
Seminars
Exhibitions
Windows 2001
Conferences
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15. Marketing Process
To measure effect of advertising
Recall message
Increases in Sales
Generate Leads for Sales Force
Coupons
Internet Response
Inbound Calls
Companies measure effectiveness
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16. Marketing Technologies
Database Management Systems
Statistical Analysis Packages
Internet
Kiosks
Call Centres
Integrated
Voice Recognition
Predictive Diallers
Inbound Routing
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17. Sales and Marketing
Sales
Very Measurable
Still individualistic
Short Goal Orientated
Some computerisation
Some process
Marketing
Cloudy to say the least
Behind the scenes
Strategic
Computerised
Highly processed
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