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25 Keys To Sales & Marketing 2

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This is the ppt translation of the second part of 25 keys to sales & marketing, an audio portable MBA course, which has been developed by New York Times publishing, with the contribution of some of the best known business academicians and practitioners of the contemporary world. This is only a reproduced graphical version of the same with no commercial motive. It has been developed for better self learning and for assistance to the large community of several business practitioners & students, who are in constant pursuit for quality stuff on-line.

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Key - 6 Why the lack of Marketing Research means flying blind?
What is Marketing Research and why is it needed ? ,[object Object],[object Object],[object Object]
What major research activities are undertaken by the companies ? ,[object Object],[object Object],[object Object],[object Object]
Exploratory Research ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Descriptive Research ,[object Object],[object Object],[object Object],[object Object]
Causal Research ,[object Object],[object Object],[object Object]
Key – 7 (A guide for the marketing manager’s involvement in the research process) ,[object Object],[object Object]
What exactly should the Marketing Manager know about the marketing research to question the validity & reliability of a study??? ,[object Object],[object Object],[object Object],[object Object]
Key – 8 Importance of understanding the consumer – Part 1 ,[object Object],[object Object]
Intra-personal influencers of consumer purchase decisions ,[object Object],[object Object],[object Object],[object Object]
[object Object],Self Actualization Physiological Safety Feeling of belonging & love Self Esteem Motivation (Maslow says – that everyone is motivated by needs & wants.) ,[object Object],[object Object],[object Object]
Perception ( Second major intra-personal influencer in consumer purchase decisions ) ,[object Object],[object Object],[object Object],[object Object]
Learning ( Third major intra-personal influencer in consumer purchase decision ) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Attitudes ( Fourth major intra-personal variable to influence consumer purchase decision. ) ,[object Object],[object Object],[object Object],[object Object],[object Object]
Key – 8 Importance of understanding the consumer – Part 2 ,[object Object],[object Object],[object Object]
Inter-personal variables that influences consumer purchase decisions ,[object Object],[object Object],[object Object]
Reference Groups ( First Inter-personal variable to influence consumer purchase decision. ) ,[object Object],[object Object],[object Object]
2 important functions of reference groups – ,[object Object],[object Object],[object Object]
Family ( The second inter-personal variable to influence consumer purchase decision .) ,[object Object],[object Object],[object Object]
Culture ( The second inter-personal variable to influence consumer purchase decision. ) ,[object Object],[object Object],[object Object]
Key – 10 ( Why selling to the entire market may not be a good idea ?) It sounds reasonable to market your goods to the entire market. Isn’t it??? But, If you tend to sell everything to everyone, the image of the company becomes cloudy and its marketing communication can never be free from ambiguity. THEREFORE MARKET SEGMENTATION …..
What is Market Segmentation ? ,[object Object],[object Object],[object Object]
5 step process of M arketing Segmentation … ,[object Object],[object Object],[object Object],[object Object],[object Object]
Advantage of Marketing Segmentation … ,[object Object],[object Object],[object Object],[object Object],[object Object]
Different ways (factors) to segment the markets – ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Demographic factors ,[object Object],[object Object]

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25 Keys To Sales & Marketing 2

  • 1. Key - 6 Why the lack of Marketing Research means flying blind?
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  • 21. Key – 10 ( Why selling to the entire market may not be a good idea ?) It sounds reasonable to market your goods to the entire market. Isn’t it??? But, If you tend to sell everything to everyone, the image of the company becomes cloudy and its marketing communication can never be free from ambiguity. THEREFORE MARKET SEGMENTATION …..
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