ACT24 Topic 6

Group 6
PROMOTION
Push Strategy and Human Resource Management
Topic 6
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IRIS KYRA CRISTALYN JOSE

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Subtopic 1
Approaches to Marketing Communication

Present
Subtopic 2
The Promotional Mix

Present
Subtopic 3
Controlling Field Sales Operations

Present
Subtopic 4
Sales Force Motivation

Present
Subtopic 5
Performance Evaluation of the Sales Force

Present
Back
Subtopic 1

Present
Subtopic 2
The Promotional Mix

Present
Subtopic 3

Present
Subtopic 1

Present
Subtopic 2
The Promotional Mix

Present
Subtopic 3

Present
Group 6 Approaches to Marketing Communication
Marketing Communications
Description
Marketing communications are those techniques that

the company or a business individual uses to convey
promotional messages about their products and
services .
Push Marketing
Description
Push marketing focuses on taking the product to the

customer, and putting the product in front of the
customer at the point of purchase. This type of
marketing strategy hopes to minimize the amount of
time between a customer discovering a product and
buying that product.

Description
PUSH STRATEGIES
• Direct Marketing
• Personal Selling
• Sales Promotion
PULL STRATEGIES
• Advertising
• Word of mouth
• Public Relations and Publicity
• Interactive Marketing
Advertising
Description
A series of related, well-timed, carefully placed

television ads coupled with print advertising in
selected magazines and newspapers.
Events and Experiences

Description
This is where sponsorship falls. When companies

sponsor events it is their application of using their
experiences and events to create brand awareness and
brand loyalty.
Word of Mouth
Description
This is people-to-people communication.

Public Relations and Publicity

Description
This is the whole concept of managing a brand’s

public image via generating publicity, public
awareness and creating relationships.
Publicity is the act of attracting attention to a brand

or product.
Sales Promotion
Description
This is a set of short-term activities that are designed

to encourage immediate purchase. Campaigns that uses
time-sensitive offers such as sales, discounts, and
coupons to engage existing consumers and bring in a
larger audience
Personal Selling
Description
Is also known as face-to-face selling in which one

person who is the salesman tries to convince the
customer in to buy product.
Direct Marketing
Description
The use of campaign materials like emails, text

messages, fliers, catalogs, letters and postcards, and
does not involve interacting directly with customers.
Subtopic 1

Present
Subtopic 2
The Promotional Mix

Present
Subtopic 3

Present
Subtopic 1

Present
Subtopic 2
The Promotional Mix

Present
Subtopic 3

Present
Group 6 Promotional Mix
Promotional Mix
Description
Refers to the specific combination of the tools,

channels, and processes that marketers develop to
optimize promotional efforts and reach a broader
audience.
Importance of Promotional Mix

Description
• Improves the effectiveness of promotional
campaigns.
• Helps segment the audience.
• Improves communication with clients.
• Informs subscribers.
• Stands out from the crowd.
Subtopic 1

Present
Subtopic 2
The Promotional Mix

Present
Subtopic 3

Present
Subtopic 1

Present
Subtopic 2
The Promotional Mix

Present
Subtopic 3

Present
Group 6 Controlling Field Sales Operations
Sales Operations
Description
Sales operations refers to the unit, role, activities and

processes within a sales organization that support,
enable, and drive front line sales teams to sell better,
faster, and more efficiently.
Importance of Sales Operations

Description
1. Accurate forecasting
2. Faster growth
3. Improved cross-departmental alignment
4. Improve scalability
Field Sales Operations

Description
Sales activities that require a field visit to a said

location—either the clients' premises or other
locations associated to the client
Example Activities of Field Sales Operations

Description
1. Product demonstrations
2. On-site troubleshooting
3. Training
4. Tradeshows
5. Product events
Steps to Take Control Sales Operations

Description
1. Analyze and understand the data that you have

on-hand
2. Remove organizational data silos to create a true
single customer view
3. Make your sales operations data actionable
Subtopic 4

Present
Subtopic 5

Present
Back
Subtopic 4

Present
Subtopic 5

Present
Back
Group 6 Sales Force Motivation
Motivation
Description
• Motivation is some driving force within individuals
by which they attempt to achieve some goal in order
to fulfill some need or expectation.
• Motivation is the inner feeling to work better to

achieve best result.
• It is the desire to do better than the best.
• Performance = Ability x Motivation


Description
• It helps to initiate desired behavior in an individual
and direct it toward the attainment of organizational
goals.
• It is the effort salespeople want to make to complete

various aspects of their jobs.
Types of Motivation
Description
Extrinsic Motivation
• external rewards or avoidance of punishment.
Intrinsic Motivation
• internal or psychological rewards
Types of Rewards
Description
Financial Rewards
• B a s i c c o m p e ns a t i o n p l a n Non-Financial Rewards
• Salary • Recognition awards
• C o m m i s s i on s • P r om o t i o n s
• Bonus payments • Praise and
• Sales contests encouragement from
• M e r c h a nd i s e & t r a v e l management
• T h r o u g h c y be r s p a c e • Job enrichment
i nc e n t i v e s • Sales meeting and
c o n v e n t i on s
4 Ways to Motivate Sales People

Description
• Need Hierarchy Theory
• Hertzberg’s Two Factor Theory
• ERG Theory
• Goal Setting Theory
Need Hierarchy
Theory is a theory of motivation
which states that five
categories of human needs
dictate an individual's
behavior
Hertzberg’s
Two Factor Hygiene factors will
Theory cause an employee to
work less if not present.
Motivating factors will
encourage an employee to
work harder if present.
when a certain category of

needs isn't being met, people
will redouble their efforts to
fulfill needs in a lower
category.
is a theory based on the idea

that setting specific and
measurable goals is more
effective than setting unclear
goals.
Need and Importance of Motivation

Description
• Unique nature of the sales job

• Changes in Market Environment
• To S a t i s f y t h e N e e d s
• Helps in Building Morale
Subtopic 4

Present
Subtopic 5

Present
Back
Subtopic 4

Present
Subtopic 5

Present
Back
Group 6 Performance Evaluation of the Sales Force
Sales Force
Description
The division of a business that's responsible for

selling products or services.
The number of sales person employed by a company to

promote its product, create customer, represent the
company in the market, generate profit for the
company, and to deal with customer query and so on.
Sales Force Performance

Description
It is the work done by sales force.
Impact of sales force to the company on generating

profit
Performance Evaluation
Description
It is performed to measure the performance of sales

persons.
An important process which enhances the way

organization is managed and provides recommendation
for further improvements.
Dimensions of Sales Force Performance

Description
• Behavioral
• Results
• Professional Development
• Profit
The Sales Force Evaluation Process

1st Step: Determine the factors that influence sales force performance
Description
Factors that Influence Sales Force Performance

Internal
• Motivation
• Skill level
• Job satisfaction
• Role perception External
• Ego drive • Environmental factors
• Empathy • Organizational factors
a) communication & work
flow
b) c o m p e n s a t i o n s y s t e m
• Sales management functions
a) Sales force planning
b) Forecasting
c ) Te r r i t o r y m a n a g e m e n t
d) Compensation
Criteria for Sales Force Evaluation

2nd Step: Select criteria for sales force evaluation
Description
Qualitative Methods:
• Personal observation by sales executives
• Merit rating
• C u s t om e r f e e db a c k
Quantitative Methods:
• Analysis of sales record
• C o m p a r i s o n o f s a l e s m a n ’s p e r f o r m a nc e w i t h q u o t a
• R a t i o a na l y s i s
• Profit & loss statement
Establishing Performance Standards

3rd Step: Establish performance standards
Description
Standards act as a bench mark & helps in evaluating

performance.
C a n b e p r e p a r e d b y a s a l e s m a n a g e r s i n g l y or i n c o n s u l t a t i o n
with other sales personnel.
Methods that can be used

4th Step: Compare sales force performance
Description
1. E s s a y s : wh e r e s a l e s m a n a g e r d e s c r i b e s t h e p e r f or m a n c e o f
sales person in few paragraphs.
2. R a t i n g s c a l e s : b a s e d o n s t a n d a r d i z e d p e r f o r m a n c e
measures.
3. F o r c e d c h o i c e m e t h o d : w h e r e t h e s a l e s m a n a g e r i s a s k e d t o
g o t h r o u g h g r o u p s o f s t a t e m e n t s & s e l e c t t ho s e t h a t be s t
e x p l a i n t h e i n d i vi d u a l .
4. R a n k i ng : u s e f ul w h e n e n t i r e s a l e s f o r c e h a s t o b e
e v a l u a t e d . Te c h ni qu e s u s e d a r e a l t e r na t i ve r a n k i n g , p a i r e d
c o m p a r i s o n r a n k i ng & m u l t i p l e r a n k i n g
Monitoring & Feedback System

5th Step: Performance review and feedback
Description
• Salesperson is evaluated by multiple raters.
• I t h e l p s s a l e s p e o p l e b e t t e r u n d e r s t a n d t he i r a b i l i t y t o a d d
v a l u e t o t h e i r o rga n i z a t i o n a n d t h e i r c u s t o m e r s .
Sales Control
Description
I t i s o n e o f t h e f u n c t i o n s o f s a l e s m a na g e m e n t w h i c h e n s u r e s
t h e s a l e s a c hi e v e m e n t a n d p r o f i t o b j e c t i ve s o f t h e c o m pa n y b y
c o o r d i n a t i n g e ff e c t i v e l y a n d e ff i c i e n t l y t h e d i ff e r e n t s a l e s
f un c t i o n s .
Sales Audit
Description
It is the systematic and unbiased review of the basic objective

a n d p o l i c y o f t h e s e l l i n g f u nc t i o n o f a n o rg a n i z a t i o n . S a l e s
a u d i t s h e l p i n i m p r o v i n g t h e e ff e c t i v e n e s s o f t he s a l e s a r m of
t h e o rg a n i z a t i o n .
Sales Analysis
Description
It is the study of sales volume operations to find the sales and

p r o f i t t r e n d . I t h e l p s i n a c hi e v i n g b e t t e r s a l e s p e r f o r m a n c e . I t
a l s o p r o v i d e s i n s i g h t s o n t h e s a l e s t e r r i t o r i e s , t y pe of
customers and products.
Marketing Cost Analysis

Description
I t i s a s t r a t e g y a p p l i e d i n m a r ke t i ng w h e r e t h e c o s t s
c o n n e c t e d w i t h s e l l i n g , s t o r i n g , a d v e r t i s i n g a n d di s t r i b u t i n g
o f pr o d u c t s t o p a r t i c u l a r b u y e r s , a r e a n a l y z e d i n o r d e r t o
d e t e r m i n e t h e i r p r o f i t a b i l i t y.
Group 6 References
h t t p s : / / w w w. g o o g l e . c o m / s e a r c h ? q = n e e d + h i e r a r c h y + t h e o r y & o q = N e e d + H i e a & a q s = c h r o m e . 1 . 6 9 i 5 7 j 0 i 1 0 l 9 . 7 6 4 7 j 1
j7&sourceid=chrome&ie=UTF-8
h t t p s : / / w w w. g o o g l e . c o m / s e a r c h ? q = H e r t z b e r g
% E 2 % 8 0 % 9 9 s + Tw o + F a c t o r + T h e o r y & e i = K M l f Y f j B E o e 9 m AW U h 7 S Q D g & v e d = 0 a h U K E w j 4 9 a y Z _ b n z A h W H H q Y K H Z
QDDeIQ4dUDCA4&uact=5&oq=Hertzberg
% E 2 % 8 0 % 9 9 s + Tw o + F a c t o r + T h e o r y & g s _ l c p = C g d n d 3 M t d 2 l 6 E A M y B A g A E A o y B A g A E A o y B A g A E A o y B A g A E A o y B
A g A E A o y B A g A E A o y B A g A E A o y B g g A E B Y Q H j I G C A A Q F h A e M g Y I A B AW E B 4 6 C A g A E O o C E I 8 B S g Q I Q R g A U M a l C F
j G p Q h g k K 4 I a A F w A n g A g A G z AY g B s w G S A Q M w L j G YA Q C g A Q G g A Q K w A Q r A A Q E & s c l i e n t = g w s - w i z
h t t p s : / / w w w. g o o g l e . c o m / s e a r c h ? q = E R G + T h e o r y & h l = e n & t b m = i s c h & s o u r c e = i u & i c t x = 1 & f i r = j V S R N g l j y P f c 9 M

% 2 5 2 C T a H x b u v 4 i k v c f M % 2 5 2 C _ % 2 5 3 B F w F W 2 W D a u Z G Z k M % 2 5 2 C AT q y f h _ J X 1 v y 1 M % 2 5 2 C _
%253ByYdvIhPdrdgZoM%252C9SAlq7hbUGI5sM%252C_%253BtlITicLlaf8PwM%252CSDAN6naJt5SFxM
%252C_&vet=1&usg=AI4_-
k Te G 8 TA _ o t Z D u M 6 D E P O r Wy h b 8 n k G g & s a = X & v e d = 2 a h U K E w j P n f 6 u _ 7 n z A h U y G q Y K H T 4 g C S 0 Q _ h 1 6 B A g -
EAE#imgrc=FwFW2WDauZGZkM
h t t p s : / / w w w. g o o g l e . c o m / s e a r c h ?
q = G o a l + S e t t i n g + T h e o r y & h l = e n & s o u r c e = l n m s & t b m = i s c h & s a = X & v e d = 2 a h U K E w i N i q L 6 _ 7 n z A h U b P n A K H d 3 s Av g Q
_ A U o A X o E C A E Q Aw & b i w = 1 3 6 6 & b i h = 6 5 7 & d p r = 1 # i m g r c = a 8 C A E e Q 1 0 G H e h M
h t t p s : / / w w w. i n d e e d . c o m / c a r e e r - a d v i c e / c a r e e r- d e v e l o p m e n t / g o a l - s e t t i n g - t h e o r y
https://bizfluent.com/how-7424569-different-methods-
https://courses.lumenlearning.com/wm-
https://sendpulse.com/support/glossary/promotion-mix
https://blog.alexa.com/promotional-mix-elements/
h t t p s : / / w w w. s a l e s h a c k e r. c o m / w h a t - i s - s a l e s - o p e r a t i o n s /
https://askinglot.com/what-is-sales-force-motivation
h t t p s : / / w w w. s l i d e s h a r e . n e t / s h i s h i r 2 0 0 9 8 8 / s a l e s - f o r c e - m o t i v a t i o n - r o l e - s c o p e - a n d - m e t h o d s
http://courseware.cutm.ac.in/wp-content/uploads/2021/01/Sales-force-evaluation-and-Control.pdf
h t t p s : / / w w w. s l i d e s h a r e . n e t / u r v a s h i b a g h e l 7 / e v a l u a t i o n - a p p r a i s a l - o f - s a l e s - f o r c e - 5 4 1 5 4 6 3 4
https://blog.insycle.com/sales-operations-data
Group 3 Human body
The digestive system
Structure & Function of the Digestive System:

How it works Present
The respiratory systemThank you, do you have

any questions?
Introduction to the Respiratory System Present
Respiratory System: Present

Parts, Function, and Diseases

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Group 6

Push Strategy and Human Resource Management

IRIS KYRA CRISTALYN JOSE

Approaches to Marketing Communication

The Promotional Mix

Controlling Field Sales Operations

Sales Force Motivation

Performance Evaluation of the Sales Force

Approaches to Marketing Communication

The Promotional Mix

Controlling Field Sales Operations

Approaches to Marketing Communication

The Promotional Mix

Controlling Field Sales Operations

Marketing communications are those techniques that

Push marketing focuses on taking the product to the

Approaches to Marketing Communication

A series of related, well-timed, carefully placed

Events and Experiences

This is where sponsorship falls. When companies

This is people-to-people communication.

Public Relations and Publicity

This is the whole concept of managing a brand’s

Publicity is the act of attracting attention to a brand

This is a set of short-term activities that are designed

Is also known as face-to-face selling in which one

The use of campaign materials like emails, text

Approaches to Marketing Communication

The Promotional Mix

Controlling Field Sales Operations

Approaches to Marketing Communication

The Promotional Mix

Controlling Field Sales Operations

Refers to the specific combination of the tools,

Importance of Promotional Mix

Approaches to Marketing Communication

The Promotional Mix

Controlling Field Sales Operations

Approaches to Marketing Communication

The Promotional Mix

Controlling Field Sales Operations

Sales operations refers to the unit, role, activities and

Importance of Sales Operations

Field Sales Operations

Sales activities that require a field visit to a said

Example Activities of Field Sales Operations

Steps to Take Control Sales Operations

1. Analyze and understand the data that you have

Sales Force Motivation

Performance Evaluation of the Sales Force

Sales Force Motivation

Performance Evaluation of the Sales Force

• Motivation is the inner feeling to work better to

• It is the desire to do better than the best.

• Performance = Ability x Motivation

Sales Force Motivation

• It is the effort salespeople want to make to complete

4 Ways to Motivate Sales People

when a certain category of

is a theory based on the idea

Need and Importance of Motivation

• Unique nature of the sales job

Sales Force Motivation

Performance Evaluation of the Sales Force