Professional Documents
Culture Documents
Product
Chapter 13
Promoting
OFFER
Place ACC ESS Promotion
Products
Price
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Product
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1
The Promotional Mix Consumer Buying Process & Promotional Mix
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Direct Mail
for Internet Advertising Define
Virtual Advertising Objectives
Radio
Other Advertising Channels
Magazines Create
Outdoor Advertising Message
ID Media
Evaluate
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2
Quoted from: Mr. Attan (2005) Quoted from: Mr. Attan (2005)
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Unique Selling
Preposition (USP)
Quoted from: Mr. Attan (2005) Quoted from: Mr. Attan (2005)
Showmanship
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3
Quoted from: Mr. Attan (2005)
Advertising Agency
Quoted from:
anna Mr. Attan (2005)
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Quoted from: Mr. Attan (2005) Quoted from: Mr. Attan (2005)
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What is Telemarketing ?
Use of telephone solicitations to conduct the
personal selling process
Industrial selling
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4
The Personal Selling Process What is a Sales Promotion ?
1. Prospecting and Qualifying
Short-term promotional activity designed to stimulate consumer
2. Approaching buying or cooperation from distributors, sales agents or other
3. Presenting and Demonstrating members of the trade
4. Handling Objections
5. Closing
6. Following Up
Types of Sales Promotions
Coupons
Personal Selling Tasks Point-of-Purchase (POP)
COUPON
1
Premiums $ 00
Order processing
Trade shows OFF
Creative selling Any
Contests Brewed
Missionary selling Coffee
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