The Structure Of Organisations And Finance By Frank Dante
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Transcript of The Structure Of Organisations And Finance By Frank Dante
Sales & Marketing
1
Sales & MarketingSatisfy NeedsPosition in OrganisationDifference between Sales & Marketing
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NeedsFood and WarmRelationshipsEsteem & Self esteemBelongings
People buy to satisfy needs
3
Commercial needsPayback/ROIFunctionalityEsteem
BuildingsClothesCars
4
Position in OrganisationChairmanManaging DirectorMarketing Director
AKA Sales Director, Sales and Marketing Director
Finance DirectorProduction DirectorIT DirectorHR Director
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Sales ProcessSuspects
Need qualifyingProspects
Have budget and project in mindCustomers
Placed ordersSales Funnel
Many suspects, fewer prospects, even fewer customers
Sales Forecasting (0% to 100%)
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Sales TechnologiesContact Management SystemsCustomer Relationship ManagementInternetCall Centre
InboundOutbound
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ChannelsDirect SalesMail
Order/Magazines/Newspapers/CataloguesTelephone Order (MOTO)DealersDistributorsWholesalersRetailersInternet
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MarketingExploring the market
Influencing the market
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MarketingAdvertisingDatabase MarketingMarket ResearchChannels
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AdvertisingCorporate Advertising
Stress Financial StabilityLeading Technologies Stress Leadership
Product/Service AdvertisingImmediate & Measurable Effect on SalesProduct AwarenessPromotions
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Database MarketingDemographics (ABC)Mailing Lists
TargetingReduce Costs, Irritation to Potential Client
Large DatabasesElectoral RollTelephone DirectoriesMagazine and Club, Store card membershipsCross-Correlation
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Market ResearchSamplingQuestionnairesStatistical Analysis
Focus GroupsSelected PeopleDetailed Analysis
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ChannelsPrint
NationalsLocalsMagazines
TelevisionInteractive
InternetMarketingInteractive
Billboards
RadioSponsorship
Worldwide - LocalEndorsements
David BeckhamSeminarsExhibitions
Windows 2001Conferences
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Marketing ProcessTo measure effect of advertising
Recall messageIncreases in Sales
Generate Leads for Sales ForceCouponsInternet ResponseInbound Calls
Companies measure effectiveness
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Marketing TechnologiesDatabase Management SystemsStatistical Analysis PackagesInternetKiosksCall Centres
IntegratedVoice RecognitionPredictive DiallersInbound Routing
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Sales and Marketing Sales
Very MeasurableStill individualisticShort Goal
OrientatedSome
computerisationSome process
MarketingCloudy to say the
leastBehind the scenesStrategicComputerisedHighly processed
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