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Probing Planning Product Positioning Price Place Promotion: Packaging Process People Partnership Physical Evidence

The document discusses key concepts for marketing and selling products and services. It covers the 10Ps of marketing which include the traditional Ps like product, price and promotion as well as additional Ps important for services like people, processes and physical evidence. It also outlines the product development cycle and new product development process. Finally, it provides guidance on the sales process including prospecting customers, presenting the product benefits, handling objections, and following up to ensure customer satisfaction.

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Sirengo Maurice
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67 views11 pages

Probing Planning Product Positioning Price Place Promotion: Packaging Process People Partnership Physical Evidence

The document discusses key concepts for marketing and selling products and services. It covers the 10Ps of marketing which include the traditional Ps like product, price and promotion as well as additional Ps important for services like people, processes and physical evidence. It also outlines the product development cycle and new product development process. Finally, it provides guidance on the sales process including prospecting customers, presenting the product benefits, handling objections, and following up to ensure customer satisfaction.

Uploaded by

Sirengo Maurice
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
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The 10Ps of Sacco Marketing

1. 2. 3. 4. 5. 6. 7.

Probing Planning Product Positioning Price Place Promotion

1. 2. 3. 4. 5.

Packaging Process People Partnership Physical Evidence

The consider the extra Ps crucial in the delivery of services people, processes and physical evidence. People create and deliver a service if they arent happy the service falls apart. Processes are even more important as the process of production is not behind closed doors (as in the case of products) but open for all to see. Finally, when buying intangible services, many customers rely on cues given from physical evidence (such as uniforms, badges and buildings).

PRODUCT DEVELOPMENT CYCLE

Market Research

Product Design

Product Test

Product Rollout

Product Review

N EW P RODUCT D EVELOPMENT
Idea Generation
Idea Screening Concept Development

Business Analysis
Market Testing Commercialization
12-5

New Product Development (NPD)

Product Life Cycle

9-7

Sales and Profits ($) Sales

Profits

Time Product Development Losses/ Investments ($) Introduction Growth Maturity Decline

Prospectin g& qualifying


Identify qualified potential customers

Preapproac h
Learn as much as possible about customer

Approac h
Make a relationship

Presentation & demonstratio n


Tell the product story & focus on customer benefits

Handling objection s
Overcome customer objections

Closing
Ask for an order

Followup

To insure customer satisfaction & repeat business

Before You Do Anything Else


Sell yourself Know your product Know the value equation Know your competition Know why your customer should buy from you instead of your competition

Characteristics of Effective Salespeople


Good Communication Skills Good Interpersonal Skills Solid Technical Skills Positive Attitude and Self-Confidence Goal Oriented Empathy Honesty Enthusiasm

What is Selling?

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