1. PRODUCTS MARKETING ADVERTISING PROMOTION

2. What is marketing? What do marketers do? (1a, p.64)
Identify or anticipate
Develop (create)
Persuade
Modify
Design
influence
A product
A consumer need
A need
Target customers
Consumers’ wants

3. What do marketers do? (1a, p.64)
Identify or anticipate a consumer need
Develop (create) a product or service
Persuade target customers
Modify the product over time
Design particular product features
Influence consumers’ wants
1b – vocabulary (p.65)

4. VOCABULARY CHECK Distribution channel To launch a product
Market opportunities
Market research
Market segmentation
Packaging
Points of sale
Product concept
Product features
Sales representative

5. Explain the following(1c, p.65-66):
selling concept vs. marketing concept
Four Ps
producer market vs. consumer market

6. PRODUCT (Text 1 b, p.60) Product (pg.1) definition types of
benefits for customers
Brand names (pg.2)
family name vs. multi-branding
Product lines and product mix (pg.3)
meaning
Line-stretching and line-filling (pg.4)
Meaning

7. PROMOTION Match the two columns:
TARGET
BRAND
PROMOTIONAL
PUBLIC
POSITIVE
NEGATIVE
AWARENESS
PUBLICITY
RELATIONS
CUSTOMERS
TOOLS

8. More matching… SALES BRAND INITIAL REDUCED-PRICE OFF-SEASON PERSONAL
LOSS
FREE
LEADER
SAMPLE
FORCE
BUYING
PROMOTION
SWITCHING
TRIAL
SELLING
LOYALTY
PACK

9. PROMOTION (MK:p.75, 76) What is the role of promotion?
What promotional tools are there?
What is PR concerned with? (What is PR about?)
What is publicity?
What is the purpose of sales promotion?
What tactics are used in sales promotion?
What are a)free samples, b)reduced-price packs, c)loss leaders aimed at?
Who else can sales promotions be aimed at? Why?
Which is the most expensive promotional tool?
What are the roles of salespeople?

10. Questions for the answers below? (MK)
Any mention of a company’s products that is not paid for, in any medium read, viewed or heard, by a company’s customers, aimed at assisting sales.
Attracting price-conscious buyers or countering a promotion of a competitor.
To develop product or brand awareness.
To stimulate earlier or stronger sales of a product.
Advertising, public relations, sales promotion or personal selling.
Maintaining, improving or protecting the image of a company or product.
Generating the initial trial of a product.
Bringing customers into the shop where they will also buy other goods.
Free samples, loss leaders, coupons, price reductions, competitions…

11. ADVERTISING
ADVERTISEMENTS
ADVERTS
ADS
COMMERCIALS

12. ADVERTISING (MK) Advertising strategy Target market Advertising budget
Advertising brief
Media plan, media planner
Institutional a., prestige a.
Advertising account
Advertising strategy
Word-of-mouth
Advertising campaign
Advertising agency
Advertising Dept.
advertiser

13. The advertising agency or the client company? Who does what?
... creates final advertisements.
… produces alternative ads that are pre-tested before the final choice for the national campaign.
… gives an agreed budget, a set of objectives and an overall advertising strategy.
… develops a media plan.
…launches the national campaign.

14. ADVERTISING (Read MK and find appropriate words to replace the numbers
Advertising informs consumers about the existence and benefits of products and services, and attempts to persuade them to buy them. The best form of advertising is 1 advertising, which occurs when satisfied customers recommend products and services to their friends. Large companies could easily set up their own departments, but they tend to hire the services of an 2.
A contract to produce the advertisements for a specific company is known as an 3. The client company decides on its advertising 4, the amount of money it plans to spend in developing its advertising and buying media time and space.

15. The client company also provides a 5, or a statement of the objectives of the advertising, as well as an overall advertising 6. The choice of how and when to advertise, and in what proportions, is called a 7. The set of customers that a company wants to expose to an advertisement are known as the 8 market.
The advertising of a particular product or service during a particular period of time is called an advertising 9. Favourable mentions of a company's products or services, in any medium read, viewed or heard by a company's customers or potential customers, that are not paid for, are called 10.

16. Media plan (Read MK:p.71 and find appropriate words to replace the numbers.)
Media planners’ considerations:
a) What media will be used and in what 1?
b) What percentage of the 2 market
should be 3?(How many times target customers will be 4 to the ads)?
c) How many times are the customers likely to see the 5?
d) What is the 6, i.e. at what point does advertising become effective ?