Scribd
Upload
2 views

Chapter 10 BP

Uploaded by

Wai Yun Moe
Copyright
© © All Rights Reserved
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
2 views

Chapter 10 BP

Uploaded by

Wai Yun Moe
Copyright
© © All Rights Reserved
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
You are on page 1/ 10

CHAPTER – 10

MARKETING PLAN
&
SALES STRATEGY
RESEARCHING AND CAPTURING
CUSTOMERS 2

An effective marketing plan to communicate with ,motivate and


secure customers is vital for your company's success. Marketing strategy
must be carefully and thoughtfully designed. Many investors read the
marketing plan portion.
In marketing plan you define;
• How you make customers aware of your product or service;
• What message you are trying to convey to customers about your
product, service, or company;
• Specific methods you use to deliver and reinforce that message;
• How you secure actual sales;
Marketing and sales are two different activities.
• Marketing is designed to increase customer awareness and deliver a
message.
• Sales is the direct action taken to solicit and procure customer order.
3

The Four P’s Of What Customers Want: The


Marketing Five F’s

- Traditional marketing experts “The Five F’s”, shown below, are


emphasize the elements 'the four P's' in a convenient way to sum up what
influencing customer to buy____ customers want.
1. Functions
2. Finances
3. Freedom
4. Feelings
5. Future

Customer want to receive benefits in all these areas and you


should aware of how your product or service fulfills the entire
range of their needs.
Marketing Strategy
4

Once you have clarified what you want Some of the marketing vehicles are;
to tell customers about your company, you must • Brochures
describe how you disseminate that information. • Company Website
• Fit
• Print Media
• Mix
• Repetition • Broadcast Media
• Affordability • Social Networking
• Online Advertising
• Advertising Specialties
• Direct Mail
• Email Mailings
• Public Relations
• Sampling
• Informal Marketing/Networking
5

Marketing Tactics
Traditional Online
• Media Advertising • Social Networking Sites
• Customer-Based Marketing • Blogs
• Strategic Partnerships • Other Social Media Tactics
a. Cooperative Advertising • SEO and SEM
b. Licensing • Email Newsletters
c. Distribution Agreement • Online Advertising
d. Bundling
• Special Offers/Promotions
• Premium
6
Marketing Globally
For most businesses, however, their online presence-particularly through
their website or their sales through other websites is going to be their major global
marketing vehicle. So as you build or redesign your website, keep international
prospects in mind, with considerations such as:
• Making your website friendly for international customers
• Creating special websites or landing pages for each country or region you're
marketing to.
• Making an attempt to understand cultural norms.
• Using social media.
• Buying ad words to appear when searchers are from a specific country.
7

Sale Structure
• - Directly relate to your marketing strategy
• - How you achieve actual customer orders
• - Two main components: Sales force and
Sales process
• - For external funding – it is enough to
provide a general outline
8

Sales Force Sales Process


• The Heartbeat of Your Sales How will actual sales be achieved? Some
Force methods are:
1. On-site sales
• Sales Activities
2. Mail order sales
1. Inside Sales Personnel.
3. Telephone sales
2. Outside Sales Personnel. 4. Online sales
3. Online Sales. 5. Off-site sales (such as at the customer's place of
• Employee Compensation and business)
Training 6. Third-party sales
In evaluating sales process include Cold-
Calling, Leads, Productivity, Order-Fulfillment,
Goals, Follow-up Efforts and Optimize your
website.
9
Preparing The Marketing Section Of
Your Plan
Marketing section of your business plan should
include:
• The message you attempt to send customers; how you
position your company in the market.
• The marketing methods and vehicles you use.
• The sales force and sales procedures you use.
10

Thank You

You might also like