1. How is selling today different from selling a hundred years ago?

2. Marketing Basics

3. Marketing is…
An organizational function and set of processes for creating, communicating, and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders.
Marketing includes a range of activities.

4. What are some places/ ways that you are exposed to marketing?
Hear advertisements on radio, tv.
Billboards
Internet
Clothing/ shoes/bags/ purses/ jewelry
cups
Food items
Interacting with sales people
Less obveous ones:
Storing products
Distribution
On-line payment
Gather data on consumers
Improve products
New products
Business to business marketing

5. All businesses market Some directly Transportation Financial Companies
Advertising agencies
Marketing research firms
Transportation
Trucking
Railroad
Air Freight
Shipping/Delivery
Financial Companies
Credit cards
Business loans

6. Marketing Function Product & Service Management Distribution Selling
Marketing Information Management
Financial Analysis
Pricing
Promotion

7. Product and Service management
Designing
Developing
Maintaining
Improving
Acquiring
products and services that meet customer needs
Create a list of all the products.
What are all the materials you need to make these products?
Where will you get all the materials needed to make the products?

8. Distribution Determining the best way for customers to Locate Obtain
Use products
Where will the customers get the products?
What will the packaging look like?
Packaging…
What if you sell online – how do they come to customers?

9. Selling Communicating directly with potential customers Face to face
Telephone
Computer
Video confrencing
What will you do to communicate directly with the customers?
Will you have a sales force?
Give details about what your direct sales will look like …
(this is not the adversiting)

10. Marketing-Information Management
Obtaining
Managing
Applying
information to improve decision making and improve marketing activities.
How will you get information from the customers about wether they like the products or not?
What products they like?
What will you do with the information?

11. Financial Analysis Budgeting Obtaining Finances
Creating payment options
Then making sure they get paid
What are the factors that you need to concider when creating your budget?
Will you have to take out a loan?
When the customers pay – what are their option?
What if the offer products online?

12. Pricing Setting price Communicate value Easy to see Comparable
Make a profit
Communicate value
What are they getting for the price
What are the factors that go into setting the price?
What are you hoping to make as a profit?
Give an example {like… a basic pastry costs 1.12 to make (flour, butter, sugar, fruit filling) so we will sell it for 1.40 – that gives you a 25% profit…}
How will the customers know the pastry s worth 1.40? (made with enriched flour…. Made with low fat ….)
How will you communicate that value to the customers?

13. Promotion Communicate to customers Advertising TV Radio Magazines
Newspapers
Direct Mail
Internet
How will you advertise?
What is the best way to get customers? Why?
Some examples: Contests, Product Displays, sponsorships, public relation activities (10% to a charity)
Give a detailed example of what one of the advertisements would be like

14. Total Product Concept
use all 7 functions when designing a strategy.