Professional Documents
Culture Documents
Basic Terms
Marketing communications (Marcom)
Methods of communication other than personal selling When public relations is performed at the corporate level, what remains is called A & SP (nonpersonal communication).
Marketing communications -Public relations Advertising & Sales Promotion (A & SP)
2. 3. 4. 5.
Enhancing Sales Effectiveness. Increased Sales Efficiency. Creating Awareness. Interactive Marketing Communications.
Advertising Cannot
Substitute for effective personnel selling. Advertising along cannot create product preference.
Advertising helps in
Increasing Sales Effectiveness Increasing Sales Efficiencies Creating awareness and product pull Interactive Communications especially over the web
The Decision Stages for Developing the Business-toBusiness Advertising Program Advertising is only one aspect of the entire marketing strategy. The advertising decision process begins with the formulation of advertising objectives. Equally important is the evaluation and selection of the media.
Grab Attention Enable Customer to Intrepret Focus on Problem Solutions, Benefits and Cost Efficiencies
Selective Attention
Only useful information is seen or heard. It is used to prevent information overload.
Selective Retention
Refers to the storage function the portion of a message retained that is recalled.
B2B web sites can help buying center members in several ways:
Recognize and understand their problems
B2B web sites can help buying center members in several ways:
Recognize and understand their problems Collect and compare information about alternative solutions and costs
B2B web sites can help buying center members in several ways:
Recognize and understand their problems Collect and compare information about alternative suppliers, partners, and delivery of value Collect and compare information about alternative solutions and costs
B2B web sites can help buying center members in several ways:
Recognize and understand their problems Collect and compare information about alternative suppliers, partners, and delivery of value Collect and compare information about alternative solutions and costs Provide access to training manuals, user manuals, and troubleshooting guides for use during installation, testing, and product use
Newsletters
Newsletter Advertising
On-Line Seminars
Opt-In e-mail
Promotion cant
Sell products that are not needed Substitute for a bad product or poor marketing strategy. Convince customers to go out of their way when a comparable product is available Convince customers to pay more than perceived value
Trade Shows
Determining which trade shows to attend? Which shows are important to customers? Which shows are important to industry analysts? Which shows have the best audience for announcements? Which are likely to be attended by the target audience? Trade show issues Who should attend? Should your company have an exhibit? What will the exhibit be? How can we capitalize on the trade show after it is over?
Public Relations
PR defined:
All efforts to obtain the attention and favorable coverage of the firms business by third party media and publics.
PR activities:
These can include special events, press tours, public appearances by company executives, participation in media dialog, trade shows or guerilla marketing activities (attention-getting small events to get the company noticed and obtain word-of-mouth)
Print Promotions
Corporate Advertising
Directory Advertising
Consumer Media
Capabilities Brochures