2. Communication
Communication is the transfer of information from
a sender to a receiver with the information being
understood by the receiver.
Koontz & Weihrich
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3. Communication
Derived from Latin word “Communis”
Common ground of understanding
Transference and understanding of meaning
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4. Elements of Communication
(5Ws)
Who says? (Sender)
What? (Message)
How? (Channel)
Whom? (Receiver)
With what effects? (Response)
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5. Marketing Communication
Marketing Communications are the means by
firms attempt to inform, persuade and remind
consumers – directly or indirectly, about the
products and brands they sell.
Kotler
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6. Objectives of Communication
Informing
Persuading
Reminding
Reinforcing/reassurance
Image building
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7. Structure of Communication
Formal and informal communication
Internal and external Communication
Downward, upward and lateral communication
Oral, written and non-verbal communication
Direct and indirect communication
Personal and non-personal communication
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8. Meaning of Promotion (Marketing
Communication)
Promotion includes all the activities the company
undertakes to communicate and promote its
products to the target market (Kotler)
Promotion is the elements in an organization’s
marketing mix that serves to inform, persuade, and
remind the market of a product and or the
organization selling it, in hope of influencing the
recipients feelings, beliefs or behavior (Stanton)
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9. Objectives of Promotion
Informing
Persuading
Reminding
Reinforcing/ ressurance
Image building
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10. Role of Communication in
Marketing
Informing
Persuading
Reminding
Reassuring
Image building
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13. Advertising
Advertising is any paid form of nonpersonal
presentation and promotion of ideas, goods or
services by an identified sponsor. (Kotler)
Advertising is all activities involved in presenting
to an audience a non-personal, sponsor-identified,
paid-for message about a product or an
organization (Stanton).
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14. Features of Advertising
Advertising involves cost
Advertising has a message
Advertising is non-personal
Advertising has identified sponsor
Advertising has objectives
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15. Objectives of advertising
Information
Persuasion
Reminder
Reinforcement
Image building
Competition
Help other promotional tools
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16. Importance of Advertising
Information
Brand loyalty
Market share
New segments
Support other promotional tools
Image
Employment
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17. Importance of Advertising
Doing business without advertising is winking at a
girl in the dark, you know what you are doing, but
nobody else does.
No one can escape from death, tax and adverting
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18. Advertising Media
Indoor media
Outdoor media
Direct media
Display media
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19. ATL & BTL Media
ATL – Above the line
BTL – Below the line
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20. Factors Affecting Selection of
Media
Objectives of advertising
Nature of product
Cost/ budget
Media coverage
Nature of message
Impact of media
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21. Personal Selling
Personal selling is the personal communication of
information to persuade somebody to buy
something. (Santon)
Personal selling is face to face interaction with one
or more perspective purchasers for the purpose of
making presentations, answering questions and
procuring orders. (Kotler)
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22. Importance of Personal Selling
Two-way communication
Persuasion
Relationship building
Non-selling functions
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23. Types of Personal Selling(based on location)
Indoor selling
Outdoor selling
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24. Types of Personal Selling(based on employer)
Manufacturer’s salesperson
Wholesaler’s salesperson
Retailer’s salesperson
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26. Personal Selling Process (Indoor Selling)
Draw attention
Ascertain needs
Presentation
Meeting objections
Closing the sale
Additional sales
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27. Personal Selling Process (Outdoor Selling)
Prospecting
Pre-approach
Approach
Presentation
Meeting objections
Closing sale
Follow-up
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28. Sales Promotion
Sales promotion consists of diverse collection of
incentive tools, mostly short term, designed to
stimulate quicker and /or greater purchase of
particular products/services by consumers or the
trade. (Kotler)
Sales promotion refers to demand-stimulating
devices designed to supplement advertising and
facilitate personal selling. (Stanton)
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29. Features of Sales Promotion
Short term
Incentives
Quicker response
Target audience: consumer, trade channels or sales
personnel
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30. Objectives of Sales Promotion
Encourage greater purchase volume
Attract new customers
Introduce new products
Carry and push new brands
Increase inventories
Attract new channel members
Offset competitive promotion
Better store display
Motivate sales force
Support new products
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31. Methods of Sales Promotion
Consumer promotion
Trade promotion
Sales force promotion
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32. Methods of Consumer Promotion
Free samples
Coupons
Rebates/money refund
Premium (gifts)
Price off
Contest and prize
Display and demonstration
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33. Methods of Trade Promotion
Free goods
Allowances
Price-off
Sales contest
Gift items
Credit facilities
Trade show
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34. Methods of Sales-force Promotion
Sales contest
Trade show/conventions
Gift items
Promotional kits
Bonus and commission
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35. Publicity
Publicity is any communication about an
organization, its products or policies through the
media that is not paid for by the organization.
(Stanton)
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36. Features of Publicity
Communication with public groups
No identified sponsor
Done through various media
Free of cost
High credibility
Can be positive or negative
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37. Objectives of Publicity
Announce new products
Build interest in established products
Announce policies and performance
Announce technological development
Counter negative publicity
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38. Types of Publicity
Personal communication
Press conference
News releases
Feature articles
Publications
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39. Public Relations
Public relations involve a variety of programs
designed to promote and or protect a company’s
image or its individual products. (Kotler)
Public relations is a management tool designed to
favorably influence attitudes towards an
organization, its products and its policies.
(Stanton)
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40. Objectives of Public Relations
Announce new products
Build interest in established products
Announce policies and performance
Announce technological development
Maintain good relations with community
Counter negative publicity
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41. Nature of Public Relations
Media relations
• Personal communication
• News releases
• Feature articles
• Publications
Public service activities
Sponsorship of events
Lobbying
Exhibits and displays
Problem solving
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42. Factors Affecting Promotion Mix
Promotion objectives
Nature of product
Nature of target market
Stage of PLC
Size of promotion budget
Competitors promotion mix
Government rules and regulations
Promotion mix strategy
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43. Promotion strategies
Pull and push strategies
Personal and mass communication strategies
Cooperative promotion strategies
Online promotion strategies
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