Communication Management By: Ehsan Khodarahmi L7

Any questions on the above??? Last week lecture We covered: Different marketing communication channels Defined the channels Explained how best they can be used Evaluated advantages and disadvantages of the channels (advertising, PR, direct marketing and sales promotion) in different managerial and marketing contexts Any questions on the above???

Objectives The role, appropriate use of, management of personal selling in marketing The role and evaluation of additional communication tools such as product placement, trade shows, packages and exhibitions etc.

Personal Selling Personal selling is usually verbal communication with prospect buyer/s with the intention of making a sale. The process may initially focus on relationship building with the buyer to ultimately persuade purchase. Many businesses still believe sex sells. Do you agree?

Personal Selling Management (PSM) Personal Selling can take place almost anywhere, but it is traditionally said to be face to face. However as the technology developed Personal Selling can take place via: Shops Phone Online conversations Etc. In order to close a sale, the Personal Selling Manager needs to have a communication strategy in place. Without a strategy success may not be sustainable . Therefore, planning is crucial.

Personal Selling Plan PSM Product/service knowledge Number of sales people Kind of sales people Type of sales presentation Training and development plans

The role of Personal Selling Find new customers Communication with both existing and potential customers with the intention further selling Customer service both pre-sale (up to delivery) and post-sale (after delivery) Research How would you prioritise the responsibilities?

Product Placement Omega watch in almost every James Bond movies is classic example of product placement. But what role/s does this communication technique play?

Trade Shows and Exhibitions An opportunity for networking and promoting your products and services to potential decision makers, buyers as well as influencers. But how are you going to cherish the opportunity?

Packaging Is it important? Why?

Enjoy your break! Thank you very much for your attention. See you in the seminar. Enjoy your break!