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  • Probing Planning Product Positioning Price Place Promotion: Packaging Process People Partnership Physical Evidence

    Transféré par

    Sirengo Maurice
    38 vues11 pages
    The document discusses key concepts for marketing and selling products and services. It covers the 10Ps of marketing which include the traditional Ps like product, price and promotion as well as additional Ps important for services like people, processes and physical evidence. It also outlines the product development cycle and new product development process. Finally, it provides guidance on the sales process including prospecting customers, presenting the product benefits, handling objections, and following up to ensure customer satisfaction.

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    Titre original

    Ps of Marketing

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    © Attribution Non-Commercial (BY-NC)

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    The document discusses key concepts for marketing and selling products and services. It covers the 10Ps of marketing which include the traditional Ps like product, price and promotion as well as additional Ps important for services like people, processes and physical evidence. It also outlines the product development cycle and new product development process. Finally, it provides guidance on the sales process including prospecting customers, presenting the product benefits, handling objections, and following up to ensure customer satisfaction.

    Droits d'auteur :

    Attribution Non-Commercial (BY-NC)
    Téléchargez comme PPT, PDF, TXT ou lisez en ligne sur Scribd
    Signaler comme contenu inapproprié
    38 vues11 pages

    Probing Planning Product Positioning Price Place Promotion: Packaging Process People Partnership Physical Evidence

    Transféré par

    Sirengo Maurice
    The document discusses key concepts for marketing and selling products and services. It covers the 10Ps of marketing which include the traditional Ps like product, price and promotion as well as additional Ps important for services like people, processes and physical evidence. It also outlines the product development cycle and new product development process. Finally, it provides guidance on the sales process including prospecting customers, presenting the product benefits, handling objections, and following up to ensure customer satisfaction.

    Droits d'auteur :

    Attribution Non-Commercial (BY-NC)
    Téléchargez comme PPT, PDF, TXT ou lisez en ligne sur Scribd
    Signaler comme contenu inapproprié
    sur 11

    The 10Ps of Sacco Marketing

    1. 2. 3. 4. 5. 6. 7.

    Probing Planning Product Positioning Price Place Promotion

    1. 2. 3. 4. 5.

    Packaging Process People Partnership Physical Evidence

    The consider the extra Ps crucial in the delivery of services people, processes and physical evidence. People create and deliver a service if they arent happy the service falls apart. Processes are even more important as the process of production is not behind closed doors (as in the case of products) but open for all to see. Finally, when buying intangible services, many customers rely on cues given from physical evidence (such as uniforms, badges and buildings).

    PRODUCT DEVELOPMENT CYCLE

    Market Research

    Product Design

    Product Test

    Product Rollout

    Product Review

    N EW P RODUCT D EVELOPMENT
    Idea Generation
    Idea Screening Concept Development

    Business Analysis
    Market Testing Commercialization
    12-5

    New Product Development (NPD)

    Product Life Cycle

    9-7

    Sales and Profits ($) Sales

    Profits

    Time Product Development Losses/ Investments ($) Introduction Growth Maturity Decline

    Prospectin g& qualifying


    Identify qualified potential customers

    Preapproac h
    Learn as much as possible about customer

    Approac h
    Make a relationship

    Presentation & demonstratio n


    Tell the product story & focus on customer benefits

    Handling objection s
    Overcome customer objections

    Closing
    Ask for an order

    Followup

    To insure customer satisfaction & repeat business

    Before You Do Anything Else


    Sell yourself Know your product Know the value equation Know your competition Know why your customer should buy from you instead of your competition

    Characteristics of Effective Salespeople


    Good Communication Skills Good Interpersonal Skills Solid Technical Skills Positive Attitude and Self-Confidence Goal Oriented Empathy Honesty Enthusiasm

    What is Selling?

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