1. Communication Management
By: Ehsan Khodarahmi L7

2. 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???

3. 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.

4. 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?

5. 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.

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

7. 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?

8. 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?

9. 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?

10. Packaging
Is it important? Why?

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