SALES & DISTRIBUTION MANAGEMENT

Slides:

Advertisements

Similar presentations

Assess the Market for Your Business Idea

Advertisements

Chapter 7 Pricing Strategies

Costs & Expenses Supply and Demand Consumer Perceptions Competition Technological Trends Government Regulations Price gouging: price above mkt. when there.

Foundations of Chapter M A R K E T I N G Copyright © 2003 by Nelson, a division of Thomson Canada Limited. Managing the Pricing Function 14.

C HAPTER 9 PRICING: Understanding and Capturing Customer value CRS Questions & Answers.

 Copyright 1999 Prentice Hall 10-1 Chapter 10 Pricing Products: Pricing Considerations and Approaches PRINCIPLES OF MARKETING Eighth Edition Philip Kotler.

Principles of Marketing

2 External Analysis: The Identification of Industry Opportunities and Threats.

Pricing The final element.

Chapter foundations of Chapter M A R K E T I N G Managing the Pricing Function 14.

Pricing and Sales Promotion A Wrap Up MAR 331. Pricing and Sales Promotion A Wrap Up Marketing and Pricing –Price/Value Relationships –Role of the Distribution.

2 Chapter 2: External Analysis: The Identification of Industry Opportunities and Threats BA 469 Spring Term, 2005 Professor Dowling.

2 External Analysis: The Identification of Industry Opportunities and Threats.

© 2002 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Steps in setting price.

Chapter Twelve Pricing Strategies.

Chapter 7 Pricing Strategies You don ’ t sell through price. You sell the price.

BUSINESS PLANS AS Business Studies Unit 1. Aims and Objectives Aim: To understand the benefits and problems of creating business plans Objectives: Describe.

Pricing Strategies. Factors Affecting Price Setting Pricing Objectives –profit –competition –market share Cost –ratio of fixed costs to variable costs.

© Prentice Hall, 2005 Business In Action 3eChapter Developing Product and Pricing Strategies.

For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 1999 Irwin/McGraw-Hill Chapter 17: Pricing Objectives and Policies.

Cost Based Pricing Rules Ted Mitchell. Pricing Two Views 1. We give you a good price Price Is Relative To Competition 2. We ask for this in exchange Price.

4 P’s and Small ‘m’ Marketing Ted Mitchell. Big and Small ‘m’ Marketing Big M marketing is Strategic Marketing – Focus on Market Creation, goals and long.

Copyright © 2006 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Chapter 19 Pricing Strategies.

Marketing Mix Product, Price, Place and Promotion.

Copyright 2000 Prentice Hall13-1 Chapter 13 Pricing Methods.

© Prentice Hall, 2004 Business In Action 2eChapter Developing Product and Pricing Strategies.

Competitive price at Grocery store

Paper Three: SWOT, Target Market, Positioning MKTG 241 Due: March 8, points.

What is a Product Life Cycle?  The marketing theory that a product moves through different stages of life, from birth to death.  Every decision impacts.

For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 2000 Irwin/McGraw-Hill Chapter 16: Pricing Objectives and Policies.

1 18 & 19. Pricing Considerations & Approaches. 2 Topics Pricing constraints Pricing objectives General pricing approaches Price adjustment strategies.

Chapter 17 Pricing Objectives and Policies. Pricing Strategy Determines 1] How flexible prices will be 2] At what level prices will be set over the Product.

The Four Ps of Marketing Product Any goods, services, or ideas that we wish to sell. Goods, Services, or Ideas Defining Target.

CHAPTER 19 - Pricing Strategies. PRICING STRATEGIES 1. SKIMMING –involves use of relatively high price compared to competitor prices ie. New drug. 2.

Pricing- Part Deux Chapter 20. Pricing Process Identify Pricing ConstraintsEstimate Demand and RevenueDetermine Cost, Volume, & Profit RelationshipsSelect.

Chapter 9: Pricing Objectives and Policies

Chapter 17 Pricing Objectives and Policies. Pricing Strategy Determines 1] How flexible prices will be 2] At what level prices will be set over the Product.

For use only with Perreault and McCarthy texts. © 2006 McGraw-Hill Companies, Inc. McGraw-Hill/Irwin CHAPTER SIXTEEN CHAPTER SIXTEEN.

CO6001 Managing a Computer Based Environment Marketing and Sales.

1. Marketing Objectives Relate to Sales Market Share Growth Profit 2. Marketing Plan Four Strategies 1. Product 2. Place 3. Price 4. Promotion Marketing.

Pricing Mark Fielding-Pritchard mefielding.com 1.

Marketing Winter THE MARKETING MIX Session 6 Tuesday, April

Entrepreneurship CHAPTER 11 SECTION 1.  To stay in business, you must make a profit.  Costs and expenses can be fixed or variable: 1.Fixed costs – do.

BUSI 406 PRINCIPLES OF MARKETING: PRICING OBJECTIVES AND POLICIES.

Pricing Strategy. Price strategy One of the four major elements of the marketing mix is price. Pricing is an important strategic issue because it is related.

Pricing Strategies and Tactics

Pricing Price is all around us..

Marketing Channels Bluefield College October 26, 2010.

Managing the Pricing Function

III About market structures

Intro to Marketing Quiz Objectives

UNIT-IV - PRODUCT PRICING Objectives of Pricing

Chapter 19 Pricing Strategies.

Pricing Considerations

Pricing Strategies.

Principles of Marketing

Lecture on Pricing Strategies

Flexibility (policies): One-price Flexible-price Skimming Penetration

Channel Management.

Chapter 3 Advertising and the Marketing Process

Pricing Products: Pricing Considerations and Approaches

Pricing Concepts.

FACTS: 1/3 of the jobs in the USA are marketing jobs Skills learned in marketing are transferrable Exciting work; exciting places; exciting people 60%

Pricing Methods Cost-based pricing

Which of the following is not the characteristics of the services?

Chapter Eleven Pricing Strategies.

Pricing Business Products

Marketing Management 2 Miss/ Eman Elfar

Chapter Eleven Pricing Strategies.

Presentation transcript:

SALES & DISTRIBUTION MANAGEMENT

SALES RELATED MARKETING POLICIES

SALES MANAGEMENT’S ROLE To participate as a member of an executive group responsible for determining all marketing policies.

A : PRODUCT POLICY PRODUCT OBJECTIVES RELATED Based on feedback from the market PRODUCT LINE RELATED Related to the width of the product line - relating to changes what is to be retained what is to be dropped

- Relating to Line Simplification Compared to competition Strength / Weaknesses identified Profitability - Relating to Line Diversification Considered with growth objectives - New Product Ideas Based on market needs - Appraising Proposed New Products Will it add value?

PRODUCT DESIGN RELATED Is Market Ready for a Design Change? PRODUCT QUALITY & SERVICE RELATED Guarantee Policy

B DISTRIBUTION POLICY CHANNEL RELATED - Channel Levels - Sales Volume Potential Am I covering the market? - Cost of Channel Length

DISTRIBUTION INTENSITY RELATED - Mass Distribution - Selective Distribution - Exclusive Agency Distribution

C PRICING POLICIES COMPETITION RELATED - Meeting Competition - Pricing above Competition - Pricing under Competition COST RELATED - Full-cost Pricing No sale lower than fixed + variable cost - Promotion Pricing Introductory Offers Fight Competition - Contribution Pricing Large volume OEM sales

UNIFORM PRICING TO DIFFERENT BUYERS POLICY ON LIST PRICING POLICY ON DISCOUNTS - Trade Discounts - Quantity Discounts

GEOGRAPHICAL PRICING POLICIES - FOB Pricing - Delivered Pricing POLICY ON PRICE LEADERSHIP PRODUCT LINE PRICING POLICY COMPETITIVE BIDDING PRICING

THANK YOU