1. ****************** Chapter 9 Promoting and Distributing McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved.

2. ****************** Promoting & Distributing Use Of Advertising Use Of Advertising Opportunities & Problems Opportunities & Problems Physical Distribution Physical Distribution Channels Of Distribution Channels Of Distribution Functions Of Intermediaries Functions Of Intermediaries Creative Selling Process Creative Selling Process 9 - 2

3. ****************** 9 - 3 McGraw-Hill/Irwin Advertising “…informs customers of the availability, desirability, and uses of products.”

4. ****************** 9 - 4 Types Of Advertising  Product  Institutional PhotoLink/Getty Images Royalty-Free/CORBIS

5. ****************** 9 - 5 Developing Advertising Program BudgetMedia What/How To Say It Agency Expected Results

6. ****************** 9 - 6 Advertising Budget 1)Percentage Of Sales/Profits 2)Units Of Sales 3)Objective- Immediate Response 4)Executive Decision PhotoLink/Getty Images

7. ****************** 9 - 7 Media Selection Newspaper Newspaper Signage Signage Direct Mail Direct Mail Circulars/Handbills Circulars/Handbills Yellow Pages Yellow Pages Radio Radio Television Television Online Online PhotoDisc/Getty Images Chad Baker/Getty Images

8. ****************** 9 - 8 Why People Don’t Shop Online  Isn’t secure  Jeopardize Privacy  Must Pay Shipping Charges  Not Enough Selection  Can’t Touch/Try First  No Satisfaction Guarantee  Returns A Hassle  Won’t Arrive On Time  Hard To Find Things  Enjoy Shopping Out Of House Source: blink, www.earthlink.net/blinkwww.earthlink.net/blink

9. ****************** 9 - 9 Necessary Website Features Source: “Dreaming of a Green Christmas”, Newsweek, November 11, 2002, p. E24

10. ****************** 9 - 10 Infomercial “…long, usually half- hour TV ads hosted by a hyper ‘sellevangelist’ selling a relatively new product or service.”

11. ****************** 9 - 11 Media Selection  Target Market  Cost  Relative  Absolute  Availability

12. ****************** 9 - 12 Other Advertising Techniques  Merchandising- Point Of Purchase  Sales Promotion oCustomer oTrade oSales Force  Publicity- Free Royalty-Free/CORBIS

13. ****************** 9 - 13 Ethnic Differences Sources Of Information Values Of Print Frequency Of Use/Affordability Target Market Media Ryan McVay/Getty Images

14. ****************** 9 - 14 Global Marketing: Importing Import & Sell Products Sell International Products Sami Sarkis/Getty Images

15. ****************** 9 - 15 Global Marketing: Exporting Myths  Only Large Firms  Uncertain Payment  Limited Sales Opportunities  Foreign Market Not Buy American  Startup Costs High D. Falconer/PhotoLink/Getty Images

16. ****************** 9 - 16  Expansion/Diversification  Effective Use  Lower Labor Cost  Natural Resources  Return On Investment  Tax Advantages  Demand For U.S. Products  Receiving Country Benefits Global Marketing: Opportunities/Challenges PhotoDisc/Getty Images

17. ****************** 9 - 17  Loss Of Assets/Earnings  Changing Political System  Exchange Rates  Difficulty In Getting Earnings  State-Subsidized Competition  Unskilled Labor  Communication/Coordination  Cultural Differences  Copyright/Patent Violations Global Marketing: Problems/Risks Jason Reed/Getty Images

18. ****************** 9 - 18 Export Or Not?  Product Suitable  Satisfy Foreign & Domestic Demand  Competitive Prices/Terms  Devote Time/Skills Nick Koudis/Getty Images

19. ****************** 9 - 19 Exporting Assistance FormsInformation/Guidance Financial Assistance Small Business Administration SCOREACE U.S. Department Of Commerce C. Sherburne/PhotoLink/Getty

20. ****************** 9 - 20 Distribution “…involves the effective movement of a product from the production line to the final consumer.”

21. ****************** 9 - 21 Distribution Activities Storing Order Processing TransportationSpeedFrequencyDependability Points Served CapabilityCost StockTrek/Getty Images

22. ****************** 9 - 22 Distribution Channel Considerations 1)Geographical Market & Consumer Types 2)Intensive, Selected, Exclusive Outlets 3)Producer’s Marketing Effort 4)Feedback 5)Incentives For Resellers Andre Kudyusov/Getty Images

23. ****************** 9 - 23 Distribution Channels: Consumer Goods

24. ****************** 9 - 24 Distribution Channels: Industrial

25. ****************** 9 - 25 Intermediaries  Brokers  Agents  Wholesalers  Retailers Ryan McVay/Getty Ima

26. ****************** 9 - 26 Retailing Trends Off-Price Self-Service Fast Food ATMsInternet Jason Reed/Ryan McVay/Getty Images

27. ****************** 9 - 27 Steps in Sales Process

28. ****************** 9 - 28 Mental Attributes Of Creative Salesperson JudgmentTact Positive Attitude Royalty-Free/CORBIS

29. ****************** 9 - 29 Physical Attributes Of Creative Salesperson