Group Members Sheraz Jhangir Hussan Nasir Fiaz Ahmed Sohaib Aslam

Abrar Ahmed Ansar NadeemRaheel BukhariBilal Iftkhar

Objective

• Advertising and Promotion• What is Distribution in Marketing• Distribution Strategy• Integrated Marketing Communication• pricing strategies• Personal selling

Advertising

• The means of providing the most persuasive possible selling message to the right prospects at the lowest possible cost.

• Advertising is any paid form of non-personal presentation and promotion of ideas, goods and services through mass media such as newspapers, magazines, television or radio by an identified sponsor.

5 Stages of well-managed advertising

• 1: Set Advertising Objectives inform, persuade, remind .• 2: Set the Advertising Budget• 3: Determine the key Advertising Messages Meaningful, Distinctive , Believable• 4: Decide which Advertising Media to Use Reach, Frequency, Media Impact • 5: Evaluate the results of the Advertising Campaign

• The Communication Effects • The Sales Effects

Promotion• Promotion is all about companies communicating

with customers.

• A business' total marketing communications programme is called the "promotional mix

Promotional Mix

• Advertising• Personal Selling• Sales Promotion• Publicity

Push and pull marketing strategies• Push strategy• Pull strategy

Methods of Sales Promotion

• Money off coupons • Competitions• Discount vouchers • Free gifts • Point of sale materials • Loyalty cards • Loyalty cards

Distribution (Place) • Place (or its more common name “distribution”) is about how a

business gets its products to the customers.

• To make products available in the right place at the right time in the right quantities

distribution channels, • Retailers • Distributors / Sales Agents • Direct (e.g. via e-commerce) • Wholesalers

Distribution Channels

Functions of Distribution

• Information• Promotion• Contact• Matching• Negotiation• Physical distribution• Financing• Risk taking

Distribution Strategy

• Vertical Marketing Systems • Horizontal Marketing Systems

Selecting members within a channel

• 1. Market Coverage,• 2. Sales Forecast, • 3. Cost, • 4. Other Resources, • 5. Profitability, • 6. Control, • 7. Motivation, • 8. Reputation, • 9. Competition, • 10. Contracts

Price determination

• price is the amount of money or goods for which a thing is bought or sold

• The price of a product may be seen as a financial expression of the value of that product.

Pricing Strategies

Market price policies

• Market-minus price policy• Market-level price policy• Market-plus price level

Integrated Marketing Communication

Personal selling

Personal selling can be defined as follows:

• Personal selling is oral communication with potential buyers of a product with the intention of making a sale.

Sales force

• Prospecting • Communicatin• Selling • Servicing• Information gathering • Allocating

Personal Selling

• Pre-sale preparation• Prospecting • Approaching • Presentation • Demonstration• Handling objections• Closing the sale• Post-sale follow-up

advantages of using personal selling

• Customised to meet the needs of the customer• To respond directly and promptly to customer

questions and concerns• A good way of getting across large amounts of

technical or other complex product information• The face-to-face sales meeting• Build good long-term relationships

disadvantages of personal selling

• The main disadvantage of personal selling is the cost of employing a sales force.

• This is not a cost-effective way of reaching a large audience.