1. Communications conducted by a producer to potential buyers to introduce the product and push them to buy during a given period.
Goal: to influence the behavior of the potential consumer? Use: all possible means of influencing and

2. Promo mix or blend marketing communications
advertisement
Product shape
Personal selling
Selling shops
Direct / interactive marketing
Product price
Public Relations
Product Packaging
Stimulate sales
The marketing mix and blend promotion
Personal selling
Direct marketing
Promotion
product
Advertisement
Publishing -
Public Relations
Activation
Sales
Distribution
Pricing
Interactive Marketing
marketing mix
Promotion mix

3. The traditional concept of management promotion
Advertising
personal selling
target market
Stimulate sales
Propaganda and publishing
Modern concept of integrated marketing communications
production
pricing
Target market
distribution
Advertising
Stimulate sales
Promotion
Propaganda and publishing
Interactive Marketing
Direct marketing

4. Advertising

5. Advertising definition
Non-personal ways to provide goods, services and ideas by a known party in return for paid fees.
Kinds of ads
Product/ brand advertising
Store advertising
Direct advertising
Business- to- business advertising
Institutional advertising
Social advertising

6. Goals of Advertising: Ads are divided in terms of the target to the three main types :
Informative advertising
Competitive advertising
Reminder advertising
1. Advertising media: used heavily at the introduction of the new product
2. Comparative Advertising: is directly or indirectly compared with another product
3. Advertising reminder: important for mature products, it helps to maintain relationships with clients and consumers

7. The basis of selection of suitable means of advertisement:
Identify the target customer
Nature of the product and its unique characteristics
The message required to deliver
Cost
Means of communication TV
Radio
Newspapers
Magazines
Direct mail
Cell phone
Online (an social sites, ..)

8. Sales Promotion
Sales promotion

9. Sales tools oriented towards the consumer
Samples
Coupons
Deals
Premiums
Contests
Sweepstakes
Point- of –purchase displays

10. Personal contact with the consumer to purchase the product
Personal selling
Defined
Personal contact with the consumer to purchase the product

11. Duties of the sales man A man selling skills
Search for the potential consumer
Determine how, when to reach a consumer
Inform the consumer about products and services
Provide help and various services to the consumer
Cooperation with the marketing research department.
A man selling skills
Conversation Skills
Experience
Contact
Responsibility
Participation
The unique characteristics (intelligence, motivation, stable personality, level of education, good-looking )

12. The sales process steps
Expectation
Before Accosting for sale
Initial customer contact
Accosting for sale
Product Display
Overcome objections
The closure of the sales process
Follow-up

13. The definition of public relations The goals of public relations
A form of communication seeking to improve the mental image of the organization against internal and external audiences
The goals of public relations
positively change individuals trends towards the organization's work and activities
 Raise awareness about the organization and the activities carried out by the products and the promotion of its brands
Drawing on the positive image of the organization to everyone
Build a solid and strong relationship with the various means of publication and advertising

14. Direct marketing goals
Use of mail, telephone, fax and Internet for direct contact with certain customers and potential customers, urging them to direct response
Direct marketing goals
Repeated purchase
Introduction of new products
Provide new distributional channel
Increase consumer loyalty

15. Direct marketing tools
Direct mail
Mobile phone
E-Marketing

16. Marketing communications process
Before selling
selling
After Consumption
Consumption
Promotional communications model
Receiver
Information translation
Message
Means
Put the information in the form of a symbolic
Sender
noise
reaction
Impact of the apostate

17. Communication barriers
   Within companies
The weakness of procedures
The weak exchange of messages from one section to another (from top to bottom)
Weak access to higher management (afraid of the senior management staff)
Weak equipment (computer, imaging, fax ...)
No storage of information for future use

18. Factors affecting the promotional mix
The money available
the type of item market
the characteristics of the product
the stage of the product life
the characteristics of the market
the degree of globalization
the strategy of pull and push
Push Strategy
The company Wholesaler Retailer Consumer
Pull Strategy
The company Wholesaler Retailer Consumer

19. Questions Explain the advantages of Advertising.
Compare between the Push & Pull Strategies, giving examples.
What are some of the skills required in a salesman?