marketing promotion

2.  Personal Selling
 Advertising
 Sales Promotion
 Publicity

3.  Product knowledge helps the salesman in his
communication
 Customer- salesman identification
 One who listens communicates better
 Right sales message leads to effective
communication

4.  Def: It
is a unique face to face transaction
between salesmen and a prospective customer

5.  Determining & achieving the firms personal selling
obj
 Formulating sales policies
 Structuring the sales force
 Deciding the sales force
 Designing sales territories
 Developing sales forecast & sales budgets
 Fixing sales quotas
 Creating sales force
 Managing sales force

6.  Managing marketing channels
 Ensuring growth & development of new accounts
 Sales communication & reporting
 Sales coordination & sales control
 Building the sales organization
 Assisting marketing management in aspects like
product mix, pricing, distribution, advertising &
sales promotion
 Creating & maintaining the right image for the
company & its products in the market

7. Publicity- oversee & influence the news that appear
about in the media
Conduct publicity campaigns around some
innovations being carried out by it or around
some topic of current importance to the public
like environmental issues, health, social welfare
etc.
Methods of publicity:
 Sponsorship & Event Management
 PR

8.  When newsworthy events take place, business
firms associate themselves with such events as
sponsors. There are diverse methods of
sponsoring events- title sponsorship, co-
sponsorship, official supplier etc.
 Deciding on the scope of sponsorship, the sponsor
gets a host of benefits & rights, this include
signage, tickets, hospitality, product category
exclusivity and the right to advertising, promotion
& publicity

9.  Making an event spectacular through a variety of
communication & display techniques is the crux of
event management. The event can be anything, a
product launch, an exhibition, a contest, a stage
show, or a sport event.

10. Def- the term originates from the latin word
“adverto” which means to turn around.
Advertising thus denotes the means employed to
draw attention to any object or purpose.

11.  Should be of interest to the audience
 The audience should interpret the message in the
intended manner
 The advertisement should influence the audience

12. Media- is the medium or channel for carrying the
intended advertising message to the target
audience.

13.  Outdoor,
 The print media
 Direct mail
 Audio/ visual/ audio- visual/ electronic media

14.  Evaluating how far the communication task has
been accomplished
 Evaluating how far the sales task has been
accomplished

15. In a specific sense, sales promotion includes those
sales activities that supplement both personal
selling & advertising & coordinate them & make
them effective