the structure of organisations and finance by frank dante

Sales & Marketing

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Sales & MarketingSatisfy NeedsPosition in OrganisationDifference between Sales & Marketing

2

NeedsFood and WarmRelationshipsEsteem & Self esteemBelongings

People buy to satisfy needs

3

Commercial needsPayback/ROIFunctionalityEsteem

BuildingsClothesCars

4

Position in OrganisationChairmanManaging DirectorMarketing Director

AKA Sales Director, Sales and Marketing Director

Finance DirectorProduction DirectorIT DirectorHR Director

5

Sales ProcessSuspects

Need qualifyingProspects

Have budget and project in mindCustomers

Placed ordersSales Funnel

Many suspects, fewer prospects, even fewer customers

Sales Forecasting (0% to 100%)

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Sales TechnologiesContact Management SystemsCustomer Relationship ManagementInternetCall Centre

InboundOutbound

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ChannelsDirect SalesMail

Order/Magazines/Newspapers/CataloguesTelephone Order (MOTO)DealersDistributorsWholesalersRetailersInternet

8

MarketingExploring the market

Influencing the market

9

MarketingAdvertisingDatabase MarketingMarket ResearchChannels

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AdvertisingCorporate Advertising

Stress Financial StabilityLeading Technologies Stress Leadership

Product/Service AdvertisingImmediate & Measurable Effect on SalesProduct AwarenessPromotions

11

Database MarketingDemographics (ABC)Mailing Lists

TargetingReduce Costs, Irritation to Potential Client

Large DatabasesElectoral RollTelephone DirectoriesMagazine and Club, Store card membershipsCross-Correlation

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Market ResearchSamplingQuestionnairesStatistical Analysis

Focus GroupsSelected PeopleDetailed Analysis

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ChannelsPrint

NationalsLocalsMagazines

TelevisionInteractive

InternetMarketingInteractive

Billboards

RadioSponsorship

Worldwide - LocalEndorsements

David BeckhamSeminarsExhibitions

Windows 2001Conferences

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Marketing ProcessTo measure effect of advertising

Recall messageIncreases in Sales

Generate Leads for Sales ForceCouponsInternet ResponseInbound Calls

Companies measure effectiveness

15

Marketing TechnologiesDatabase Management SystemsStatistical Analysis PackagesInternetKiosksCall Centres

IntegratedVoice RecognitionPredictive DiallersInbound Routing

16

Sales and Marketing Sales

Very MeasurableStill individualisticShort Goal

OrientatedSome

computerisationSome process

MarketingCloudy to say the

leastBehind the scenesStrategicComputerisedHighly processed

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Download The More PPT Frank Dante Is Savvy In Supply Chain Manag

ementFrank Dante explain 9 tips of International Tr

ade

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