MARKETING

AND
SALES
TRAINING
PROGRAM
 MARKETING
❑ Marketing is the process of
communicating the value of a product
or service to customers, for the
purpose of selling.
❑ Marketing is the science of choosing
target markets through market
analysis and market segmentation
(dividing a company's target market
into groups of potential customers
with similar needs and behaviors)
❑ Discovering and Translating Consumer Needs and Desires Into
Products and Services.

❑ Creating Demand For These Products and Services.

❑ Serving The Customer’s Demand

❑ Expanding The Market Even In The Face Of Keen Competition. BIZBERG

 4 p’s of MARKETING
❑ Product (Solution)
What Are You Going To Sell?
❑ Price (Value Costs, Constraints)
How Much Can You Charge For Your Product?
❑ Place (Access /Distribution)
Where Will People Buy Your Product?
❑ Promotion (Information)
How Will People Find Out About Your Product?

BIZBERG
 MARKETING Concept
The Social Marketing Concept
❑ It requires proper Planning, Communication
Skill, Education and Organization.
❑ Its main focus is individual Satisfaction
so far the customer is concerned.
❑ By providing Quality Products at
Reasonable Price, Good Supply Channels and
Maintain Public Welfare.
The Marketing Concept
❑ Under this concept the Organization tries its Best to determine the
Needs, wants and desires of the client.
❑ Then Deliver the desired product most Effectively and Efficiently.
❑ The Organization believes That it can win the Loyalty of its
customers only by giving them satisfactory services.
❑ Winning the Confidence of customer is as good as fulfilling the goals
of the organization. BIZBERG
The Selling Concept
❑ Customer will not normally buy unless they are approached and
convince.
❑ Means consumer satisfaction is considered secondary, selling the
product is the prime consideration.
❑ This concept is used for goods which customers don’t buy normally,
like vacuum cleaners, insurance etc.
❑ These products sold by tracking down the target audience.
The Production Concept
❑ If a company produces a vehicle which consumes less petrol but
spreads pollution.
❑ This will result in only consumer satisfaction and not the social
welfare.
❑ Primarily two elements are included under production
❑ High-level of human life
❑ Pollution free atmosphere.
❑ Therefore, the companies believing in this concept direct all their
marketing efforts towards the achievement of consumer satisfaction
and social welfare. BIZBERG
The Product Concepts
❑ It is believed that if the product is good and reasonably priced it will
fetch or attract many customers and no special marketing efforts are
required to be made.
❑ It is the quality of the product that attracts the customers.
❑ Companies having produced quality products have not been able to
push up the sales unless other positive steps to design, like attractive
package, price the product and place them in proper distribution
channels so as to bring them to the notice of the buyers or persons
concerned and convince them that the products have superior quality
and fair price.

BIZBERG
Types of MARKETING

BIZBERG
❑ Handouts
➢ It Is Typically A Printed Document, Like A Flyer Or Brochure, That
Can Promote A Business, Event Or Sale.
➢ Brochures Can Provide Details About A Company Or Explain The
Features Of A Product, Which You Can Distribute At Events Or
When Visiting Clients.
➢ Potential Customers Can Keep These Handouts With Them Or
Store Them For Later Reference When They Want To Learn More
About A Company Or Product.
❑ Direct Mail
➢ It Sends Print Materials Like Letters Or Postcards To The
Addresses Of Potential Customers Living In Your Target Area.
➢ You Can Send Direct Mail To People Who Have Expressed
Interest In The Company Or Its Products.
❑ Billboards (Road Banners, Holdings)
➢ Typically Find Billboards In Areas Like Highways To Display
Advertisements And Company Graphics.
➢ It Feature Images With Supporting Text That Grasp The
Audience's Attention While On The Road. Its Easier For Your
Audience To Recognize And Remember Your Brand. BIZBERG
❑ Event Marketing
➢ You Can Create Advertising Materials To Showcase At Industry
Events, Trade Shows Like Seminars, Conventions Or Conferences.
➢ You Can Create Booths To Attract Attendees To Visit Your Booth
To Learn More About The Company And Its Products.
➢ Setting Up Booths At Other Local Events, Like Fairs Or Festivals,
Sporting Events To Gain Local Attention To Increase Your Brand
Recognition And Awareness.
❑ Print Ads
➢ Print Advertisements Allow You To Reach More Prospective
Customers Through Outlets Like Newspapers Or Magazines.
➢ Determine The Types Of Magazines Or Reading Materials Your
Target Audience, Place Your Advertisements In These Materials
To Generate More Sales Leads.
❑ Broadcasting
➢ Making Commercials For Broadcast Channels, Like Radio And
Television, To Feature For Their Audience To Hear.
➢ Hearing Or Seeing These Broadcasted Advertisements Can
Fascinate Listeners And Viewers, Which May Lead Them To
Research The Company Or Contact You To Learn More. BIZBERG
❑ Cold-calling
➢ This Type Of Marketing Often Applies To Business-to-business
Companies Who Sell Their Products Or Services To Other
Organizations.
➢ Implementing A Cold-calling Strategy Allows You To Interact With
Potential Customers In Person To Explain The Product You're
Selling And How It Can Solve Any Challenges Their Company
Faces.
➢ This Allows You To Build A Stronger Personal Connection And
Establish Trust Between The Company And Prospective
Customers.
❑ Referral
➢ Referrals Involve Asking Your Current Customers To Tell Others
About The Company And The Benefits It Provides.
➢ You Can Ask Customers To Recommend Friends, Family
Members Or Colleagues To The Company In Exchange For
Discounts Or Special Offers.
➢ This Can Be An Effective Way To Attract And Retain More
Customers, As Most Audiences Trust The Opinions Of People
They Know. BIZBERG