Meningkatkan ekuitas merek melalui experiential marketing

Disiapkan untuk Kuliah Umum MANAJEMEN PEMASARAN

Univeristas Pelita HarapanSenin 6 Juli 2009

aboutfacilitator

DONOS.M.S. SADANA

Education: S1 UGM dan S2 UI0818836957 sadanaperbanas@yahoo.comhttp://kliksadana.com

PROFESIONAL: EXPLORE – expert partner Senior Instructor INTERSTUDI Deputy Rector ABFII Perbanas 2007-2008 Director cHRome (Center for Human Resourses Organization & Management) Development HR Consultant Indoneks (Ind-Japan)

COMPETENCE: Human Capital, Marketing Public Relation, Information TechnologyTRAINER/CONSULTANT: Nokia, Sekretariat Negara, Mahkamah Konstitusi, PT Jamsostek, BPK,

ConocoPhillips, British Petrolium, PT Arun, McConnell Dowell, YTL-Paiton, PT Pertamina, PT Indah Kiat, PT Krakatau Steel, PT Arun LNG, BCA, etc.

LECTURER: S2> ABFI Instutute Perbanas, Warnborough University S1> STIE Perbanas, Stimik Perbanas, D3> Aksek Tarakanita, Interstudi, Global Business College

Tell

Persuade

Manipulate

Long Presentation

Overcome Objections

Protect info

Distrust

Power Close

Tanya

Menunjukkan perhatian

Non-manipulative

Pendekatan Konsultatif

Menyediakan service

Menyediakan info

Trust

Follow-up

Traditional Relationship

Short term Long term

Selling Has Changed

Abfii Perbanas

BRANDING YOURSELF

Magister Manajemen

LEARNING FROM THE TOP

Sukses membangun hubungan

7 © 2008 Nokia

Reason for Consumer Visit

Asking Effective Questions

Effective Listening

Summarising Consumer

Needs

Exploring Needs

Sukses menggali kebutuhan konsumen

Abfii Perbanas

KNOWING YOUR CUSTOMER

Magister Manajemen

Nokia ingin memberikan WOW pada konsumen di 7 bidang pengalaman

10 © 2008 Nokia

Today’s Sales Personnel• Must possess strong

interpersonal communication skills

• Must be knowledgeable in their industryMust add value to their customers

• Must be flexible – able to manage customers’ tension