Professional Documents
Culture Documents
MKTG 201
Semester 1, 2010
Sandy Bennett
Overview
• The Marketing Communication process
• Compare/Contrast the Promotional Mix elements
• Push & Pull Promotion
• Integrated Marketing Communications
• Promotion over the PLC
Promotion
• Promotion
– The creation and maintenance of
communication with target markets.
• Marketing communication
– A term for promotion that refers to
communicating a message to the
marketplace.
Objectives:
The marketing communication
process
Elements of the Communication Process
Mattel
Queensland government and local
tourism industry public relations
campaign
Tourism Queensland
Sales promotion
• Sales promotion
– Offers of extra value to resellers,
salespeople and consumers in a bid to
increase sales.
– Used irregularly to smooth demand
– Rewards the sale of company’s
products
• Limitations: Can lose effectiveness if
overused, easily copied, public becoming
increasingly cynical about whether they
are being offered real value.
Sales Promotion - Types of Sales
Promotion TRADE ORIENTED
CONSUMER ORIENTED – Trade allowances
– Free samples – Price deals
– Premium offers – Gifts and premium
– Loyalty programs money
– Coupons – Cooperative
advertising
– Rebates
– Dealer listings
– Discounts
– Trade shows etc
– Samples
– Contests
– Point of purchase
promotions
Personal selling
• Personal selling
– Personal communication efforts that
seek to persuade consumers to buy
products.
– Expensive, high-involvement or
industrial products favour personal
selling
• Benefits: Can be specifically tailored to
individuals, so has greater influence than
advertising, sales promotions and PR
strategies.
• Limitations: Expensive, limited reach,
labour intensive, time-consuming, lack of
uniformity.
How important is personal
selling to your organization?
INPLCF:
– Information
– Needs
– Product
– Leverage
– Commitment/close
– Following up
Push and pull policies
• Push policy
– An approach in which a product is
promoted to the next institution in
the marketing channel.
• Pull policy
– An approach in which a product is
promoted to consumers to create
demand through the marketing
channel.
Push or Pull?
• Growth Stage
– Objective:
Promotion and the PLC
• Maturity Stage
– Objective:
• Decline
– Objective:
Looking Back
• The Marketing Communication process
• Compare/Contrast the Promotional Mix elements
• Push & Pull Promotion
• Integrated Marketing Communications
• Promotion over the PLC