Promotion and promotional Mix
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Transcript Promotion and promotional Mix
CHAPTER 17
Promotion
any form of communication a
business or organization
uses to inform, persuade, or
remind people about its
products or improve its
public image
Promotional Mix
the combination of the
different types of promotion
a business or organizations
uses to promote its products
Product Promotion
Institutional Promotion
used to convince potential
customer to buy their
products instead of buying
from a competitor
used by a business to create a
favorable image for itself,
as opposed to promoting a
product or service
• Identifies where it is sold
• Advertises product sales
• Answers consumer
questions
• Introduces new offerings
• Does not directly sell a
certain product, but a
favorable image will likely
increase sales for a company
Five basic categories of promotion
• Personal Selling
• Advertising
• Direct Marketing
• Sales Promotion
• Public Relations
Requires that a company employ sales representatives
who generate and maintain direct contact with
prospective and existing customers
- costliest
form of promotion
Typically comes after, or as a result of, other promotional
activities
Can take the form of
• Personal meetings
• Telemarketing
• E-mail contact
Any paid form of non-personal promotion of
ideas, goods, or services by an identified
sponsor
Companies pay to promote goods or services
through a variety of media outlets
• Magazines
• Newspapers
• Television
• Web sites
• Billboards
• City buses
Directed to a target group rather
than the masses
Goal is to generate leads for sales
team to pursue
Usually includes special offers,
delivery terms or merchandise – an
incentive to follow up
Two forms
• Print – sent through the regular mail
• Electronic – sent over e-mail
Represents all marketing
activities – (other than
personal selling, advertising,
and public relations) - that are
used to stimulate sales
Objectives
increase sales
inform potential customers about
new products
create a positive image
• Example - In store sale signage
and coupons
Public Relations
any activity designed to create a favorable image
toward a business, its products, or its policies
• Builds brand awareness and loyalty
Publicity
specific type of public relations that involves bringing
news worthy information about a company to the
public’s attention
It differs from advertising because it is FREE
News coverage
Charity events
Contests
Strategies chosen for the mix are
designed to compliment each other
and reach a specific goal
For Example
• Advertising and direct marketing create
awareness of a product
• Public relations and publicity cultivate a
favorable image and brand recognition
• Sales promotions stimulate sales and
reinforce advertising
Push Policy
Promotional mix developed for
Pull Policy
Promotional mix developed to
the next partner in the
reach the consumer
distribution channel
Manufacturer Consumer
Manufacturer Retailer
Pushing them to carry the
product in their store
• EX - personal selling,
buying discounts, trade
shows
Consumer demand can pull or
encourage the retailer to carry
the product being promoted
• EX - National advertising, In
store displays and sales
promotions