Marketing

• uniform geographic pricing - same price charged regardless of location
• zone prices: group your customers into zones and charge each zone a price.
• F.O.B. factory - transport cost is included
• F.O.B. Destination - transport cost is not included

out of season pricing

Pay with cash in full. get more discount

Buy more, more will be discounted

middle man agrees to do something and will have discount

• 1. outside designs
• 2. window displays
• 3. counter displays
• 4. display racks

• consists of a wide variety of promotional tools designed to stimulate earlier and/or stronger market response. They include tools for consumer promotion.
• ex. samples, coupons, price-offs, mirs

• early minutes are critical
• look good
• leave things outside of office (coat, umbrella)

• have an objective
• prospect profile
• develop a customer benefit plan
• rehearse sales presentation

• leads
• directories
• newspapers

• 1. Prospecting
• 2. Preapproach
• 3. Approach
• 4. Making the presentation
• 5. Trial Close
• 6. Objections
• 7. Trial Close
• 8. Close, Close, Close
• 9. Follow up

Personal Selling is informing customers and persuading them to purchase products through personal communication in an exchange situation.

• News Release: <300 words
• Feature Article: long manuscript
• Captioned Photograph: photo with brief description
• Press Conference: meeting called to announce major event.

involves several editorial space as divorces from paid space, in all media read, viewed, or heard by a company's customers or prospects, for specific purpose of public knowledge.

• 1. may people and firms are involved in executing campaigns
• - production companies
• - media firms
• - printers
• - research manager

• 1. Copy
• - headline
• - storyline
• - body copy: paragraph talking about product
• - signature : trademark, logo, address, brand name

• 2. Artwork
• - Illustration: communicates idea
• - Layout: physical arrangement of all above elements

• 1. Object and Task
• 2. Percent of sales approach
• 3. Competition Matching
• -Do not make same as competition
• 4. Arbitrary Approach
• - depends upon judgement of managers

Clear, Precise, and measurable

• 1. Primary : New product
• 2. Secondary : Not a new product
• Competitive: talk about our product that do not exist in competitors product.
• Comparative: compare brands

• 1 Identify and analyze advertising market
• 2. define advertising objectives
• 3. create advertising platform
• 4. determine advertising appropriation
• 5. develop media plan
• 6. Create advertising messages
• 7. Execute Campaign
• 8. Evaluate advertising campaign

• 1.Promote Products and Organizations
• 2. Stimulate Primary and Secondary Demand
• 3. Offset Competitor's advertising
• 4. Increases use of a product
• 5. To remind people and reinforce
• 6. Reduce sales fluctuations

A paid form of non personal communication about an organization and/or it products that is transmitted to target audience through a mass media.