BY: POOJA CHHAVI NEHA SINGH

ADVERTISING IS ANY FORM OF PAID FORM OF NON-PERESONAL PRESENTATION OF IDEAS GOODS SERVICES BY AN IDENTIFIED SPONSOR THAT IS CALLED ADVERTISING

CREATE BRAND IMAGE PROVIDE PRODUCT AND BRAND INFORMATION

PROVIDES INCENTIVES TO TAKE ACTION

BUILD AWARENESS OF PRODUCT AND BRAND

PRODUCT ADVERTISING INSTITUTIONAL ADVERTISING PRIMARY DEMAND SELECTIVE

SALES PROMOTION INCLUDE SEVERAL COMMUNICATION ACTIVITIES THAT ATTEMPT TO PROVIDE ADDED VALUE OR INCENTIVE TO

THE CONSUMERS, WHOLESALERS , RETAILERS

TO STIMULATE IMMEDIATE SALES

BUILDING PRODUCT AWARENESS CREATING INTEREST TO INCREASE SALES VOLUME IN SHORT TERM

ATTRACT MORE CUSTOMERS

ENCOURAGE THE CUSTOMER FOR BUYING

FREE SAMPLES COUPONS DISCOUNT COMBO OFFERS ALLOWANCE OFFER

IT IS USED TO ENHANCE THE VISIBILITY AFTER THE COMPANY HAS ATTAINED THE HIGH CREDIBILITY OF ITS GOODS AND SERVICES

FAVOURABLE PUBLICITY INCREASE THE CREDIBILTY AND RESULT IN BUILDING FAITH IN THE PRODUCT OR COMPANY FAVOURABLE PUBLICITY INCREASES THE DEMAND OF THE PRODUCT

PUBLIC RELATION IS A MANAGEMENT

FUNCTION WHICH TABULATES PUBLIC ATTITUDES , DEFINES, POLICIES , PROCEDURES AND INTEREST OF AN ORGANISATION FOLLOWED BY EXECUTING A PROGRAMME OF ACTION TO EARN PUBLIC UNDERSTANDING AND ACCEPTANCE. IT THE FUNCTION OF CREATING AND MAINTAINING GOOD RELATIONS WITH THE PUBLIC.

CREDIBILITY LOW COST AVOIDANCE OF CLUTTER

LEAD GENERATION
IMAGE BUILDING

PERSONAL

SELLING IS A SELLING TECHNIQUE BETWEEN PERSON TO PERSON AND BETWEEN PROSPECTIVE BUYER AND SELLER
IT

CONSIST OF HUMAN CONTACT AND DIRECT COMMUNICATION RATHER THAN IMPERSONAL MASS COMMUNICATION

Six stages of Personal Selling

PERSONAL SELLING

1) Prospecting 2) Pre-approach 3) Approach 4) Presentation 5) Close 6) Follow-Up

 Prospect- possible customer

Qualified Prospect-customer who has desire, means and power to decide Cold Canvassing- seller initiated contact of,potential customers without advance warning.

2) Pre-approach-Gathering information (when to call, income level, risk tolerance) 3) Approach-First meeting (Physical impressions highly importantappearance, timeliness, confidence)

A) Stimulus-Response Format (suggestive

selling) keep suggesting items until the buyer responds, like the McDonalds order taker

B) Formula Selling Format more formal and

planned, like a telemarketer

 Trial Close-Can I put you down for blue or green?

Assumptive Close-ask about delivery or warranty choices.

Urgency Close-Offer valid for today only. Final Close-Buyer initiated acceptance of the sale.

Address concerns with delivery and installation, so todays customer becomes tomorrows

qualified prospect or referral source