Contents I. Introduction 3 II. The Body 5 1. The marketing communication mix 5 1.1. Personal selling 6 1.2. Sale Promotion 6 1.3. The relationship between communication mix’s elements 8 2. Understanding of buying behavior 9 2.1. Stimulus 10 2.2. Process 15 2.3. Respond 17 3. Environmental and managerial forces affecting personal selling for Ginvera products in Vietnam 19 3.1. External Environmental factors 19 3.2. Internal Managerial factors 23 4. Main types
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a. Order taker. b. Missionary salesperson. c. Order getter. d. Creative selling. e. B and D (Answer: e; p. 402; Moderate) 4. A _____ is an individual acting for a company by performing one or more of the following activities: prospecting‚ communicating‚ servicing‚ and information gathering. a. sales manager b. sales executive c. sales support person d. salesperson e. none of the above (Answer: d; p. 402;
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Final Research Project On Impact of Shopper‚ Store and Situational Factors on Store Image‚ Satisfaction and Loyalty of Customers A Study on Westside Stores Submitted in partial fulfillment of the Post-Graduate Diploma in Management (PGDM) Programme Submitted by: Aniket Vanjre Atharva School of Business Malad- Mumbai Acknowledgment I hereby take this opportunity to thank Apeejay School of Management for providing me an opportunity to do a research project on Westside
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Burlington Coat Factory is not what I would call an aesthetically pleasing store. The fluorescent lights are almost blinding‚ the signs above the racks of clothing are incredibly plain‚ the displays don’t all match; Burlington Coat Factory is not the place to go for a relaxing shopping experience. But just because it doesn’t share the same aesthetic-oriented goals as retail establishments like Starbucks‚ doesn’t mean it doesn’t design its stores to best serve its customers. In fact‚ the plain‚ warehouse-like
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maintenance costs. * Period Cost 4. Training costs for new administrative employees * Period Costs 5. The cost of the solder that is used in assembling the radar sets. * Product costs 6. The Travel Costs of the company’s salespersons * Product Cost 7. Wages and salaries of factory security personel * Period Cost 8. The Cost of air-conditioning executive offices * Period cost 9. Wages and Salaries in the department that handles billing customers *
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FACTORS AFFECTING CONSUMER BUYING BEHAVIOUR Cultural Culture is one of the most fundamental of determinant of a person’s wants‚ needs and behaviour (determined mainly by countries- wants‚ needs and behaviour of a Japanese differs greatly from an American) Sub-culture consists of smaller cultures within cultures. It provide a specific identification and socialisation for its members. Sub-cultures includes nationalities‚ religions‚ racial groups‚ etc. (The Silver market differs greatly from the
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retailing‚ the conventional wisdom used to be‚ that‚ the critical success factor was location. But precise location no longer matters and geo-demographics is increasingly becoming irrelevant. The leading multiple chain retailers‚ superstores and malls create their own centers of gravity‚ attracting customers by car‚ bus‚ train or even by plane to wherever they are located. The growth of multiple chain retailers has been relentless for many years in the west and this has been accompanied by the
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The Macro environment : The macro environment of a firm is the external factors that concern directly the firm itself. In this environment‚ we can include the Social environment‚ the Legal environment‚ the Economical environment‚ the Political environment and the Technological environment. -The Social environment: With the huge numbers of store (one more is opening in Sydney‚ Australia)‚ Zara has settled in many countries. Therefore‚ the firm must respect the culture of each kind of customers
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Stage 1 Problem Recognition Problem recognition is the initial step in the purchase decision‚ and requires the consumer to perceive a difference between a person’s ideal and actual situations big enough to trigger a decision. In the present scenario‚ Zac has already decided that he wants to purchase a digital camera. Possible reasons for him to arrive at this decision could be: 1) Interest Zac might be a photography enthusiast who has been using film cameras‚ and now wants to try using a digital
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Chapter 5 120 – Sales forecast‚ quotas • sales forecast: the future market potential for a specific product • quota: sales goals for different sales territories and individual people 121 – contingency‚ sales and operational planning • contingency: events that are conceivable but less likely than those based directly on the forecast • sales and operational planning (S&OP): an organized process that uses sales inputs to forecast business for upcoming periods of varying length 123 – SIC‚ NAICS
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