1. Marketing Management Marketing Management 12 th edition Introduction to the Marketing Management Instructor: Ali Hassan Abu-Jarad. E-mail: ali_jarad@hotmail.com First Sem: 2008-2009

2. Marketing Management Introduction to the marketing management 1- Marketing Tasks: These tasks are achieved through : Analyzing the needs of people. Who will use the firm products. What type of products ( size, weight, and materials).

3. Marketing Management -Estimate, How many of these people will use and buy the product. Estimate, the price. the consumer is willing to pay Decide which kinds of promotions should be used to inform your potential customers Estimate, how many competing companies will be making the same product.

4. Marketing Management The marketing system affect every one: - Consumers - Firms - Society

5. Marketing Management The Scope Of Marketing 1- Goods. 2- Services 3- Experience 4- Events 5- Persons

6. Marketing Management Marketing : Managing profitable customer relationship. - In marketing we are looking at THE FUTURE. - In selling we are looking at TODAY. Marketing Management

7. NOW!!! What is marketing???

8. Marketing Management Marketing: The process of identifying the customer needs and once satisfaction them. Marketing: is managing profitable customer relationship attracting new customers and retaining and growing current customer.

9. Marketing Management Marketing : is creating customer value and satisfaction which is the core of modern marketing thinking and practice. Marketing: is the art of selling (not any selling but profitable selling). The main value of marketing is how to produce superior value. Creating, delivering & communicating *superior customer value is a key for good market.

10. Marketing Management Marketing: A communication process that exists between producer and consumer for the purpose of optimizing satisfaction of both parties. Marketing management: Is the process of planning and executing the conception,pricing, promotion and distribution of idea, goods, and services to create exchanges that satisfy individual and organizational goals.

11. Marketing Management Many people think of marketing only as selling and advertising. Marketing is no longer " selling and selling". TODAY marketing new concept satisfying customer needs. Value: Means a set of benefits. You should provide a superior value for the customer.

12. Marketing Management Core concept of marketing: Customer satisfaction. Superior value & loyalty. Needs, Wants, Demands. Marketing offers: including products, services & experiences. Exchanging, transactions & relationship. Markets.

13. Marketing Management The deference's between the marketing and selling concepts

14. Marketing Management Social marketing concept Kotler's social definition: Marketing is a social and managerial process by which individual and groups obtain what they need and want through creating and exchanging products and value with others.

15. Marketing Management Marketing is a social process We should improve the society even by a small part of profit (social responsibility) Managerial : planning – motivating – controlling ….. etc. Needs: we can't live without it. (food). Wants: we can live with out it ( what type of food I want) Products and value: I'll give you a value (product) and you will give me a value (money).

16. Marketing Management Needs, Wants and Demands Needs: Is the felt of deprivation. Human have many complex needs:. Basic, physical needs for foods, cloths, warmth and safety. Social needs for belong and affection. Individuals needs for knowledge and self expression.

17. Marketing Management Wants: The form taking by the human as shaped by culture and individual Personality. Demands: Are human wants that backed buying by power. Customers: Looking for product as a benefits and they choose products that given them the best benefits for their money. Products or offering: Any thing can be offered to market for attention, acquisition, use, or consumption that might satisfy wants or a need.

18. Marketing Management Market: Is the set of actual & potential buyers of a product. Wherever the buyer is! … it is your market. What is marketed? Goods, services, experiences, events, persons, place, properties, organizations, information, ideas. Smart marketers: Create brand meaning and brand experiences for customer. Marketers: Must be careful to set the right level of expectation. Customer value and customer satisfactions are the keys for developing and managing customer relationship.

19. Marketing Management Historical stages of marketing (stage that market definition passed by) 1- Production concept: 2- Product concept have product quality 3- Selling concept: have product and good quality but they need a promotion tools. 4- Marketing concept: 5- Societal marketing concept:

20. Marketing Management Customer relationship management (CRM) Is the overall process of building and creating profitable customer relationships by delivery superior customer value & satisfaction. Marketer must be concerned with the life time value of the customer. Key concepts of CRM: Attracting, retaining, and growing customer. Building customer relationships and customer equity.

21. Marketing Management SenderEncodeMessageDecodeReceiver Feedback Marketing : Is a communication process: This is the standard model of communication Marketing texts use the model to introduce promotion

22. Marketing Management SenderEncodeMessageDecodeReceiver Feedback I prefer this model to explain the marketing process It is applicable to any form of interaction Explains the marketing curriculum and strategies

23. Marketing Management The sender originates the action The sender could also be known as the Producer of an offering Sender

24. Marketing Management The receiver is the target of the action The target could also be known as the Consumer of an offering Receiver

25. Marketing Management The message is the offering The message could also be known as the product Message

26. Marketing Management The way the Receiver decodes is vital importance to the Sender Need to know who the target is; in many ways possible Decode

27. Marketing Management Knowing the way the Receiver decodes guides the Sender in developing the offering All aspects of the offering serve as communication tools Therefore, we have the Marketing Strategies: Product, Price, Place and Promotion Encode

28. Marketing Management SenderEncodeMessageDecodeReceiver Feedback This model allows a user to view any transaction from a marketing perspective and analyze the successes and failures

29. Marketing Management Product as a Communicator Label is full of information about the product Packaging-enhancing product image

30. Marketing Management Price as a Communicator Discounts List price Payment period Price as a measure of quality

31. Marketing Management Place as a Communicator Place of purchase Control of the Channel of Distribution Retailing and Display

32. Marketing Management Promotion as a Communicator Advertising - communicating with the masses Personal Sales - communicating one-to-one Promotion : is a tool of marketing. Advertising : is a tool of promotion. Brand: is a communication tool.

33. Marketing Management Marketing & society: social responsibility & marketing ethics. Social responsibility: the obligation of the firm, beyond the requirement of law, to talk into consideration in it's decision making the social consequence of it's decision and action as well as profit.

34. Marketing Management Marketing impact on individual consumer: We will study it through 4Ps ( Product, Promotion, Place, Price). 1- product: A- quality: The firm should monitor carefully the quality control in the manufacturing of it's product and make sure that certain are net. B- Warranties: should be provided to a sure customer that they get reliable product. He should to know that he have the right to return, if he purchase the product.

35. Marketing Management C- Foreign sales: D- Packaging: Enhancing product image. E- Planned obsolescence: F- Safety: the product must be safe to consumer or use. G- Liability: when damage is done due to the use of the product, the business is responsible.

36. Marketing Management Promotion: collection of incentive tools, mostly short-term, designed to stimulate quicker or great purchase of particular products or services by consumer or the trade. الترويج: هو مجموعة من الحوافز الهدف منها عمل إشارة موجهة للتجار أو المستهلكين. الترويج: تطوير وتحديد الاتصالات المقنعة الخاصة بالعرض. ملاحظة: دائماً يكون المنتج في عملية الترويج معروف ولكن الغرض من العملية زيادة حجم المبيعات. أيضاً يجب أن تكون هناك مصداقية في الترويج. Promotion: is a tool of marketing.

37. Marketing Management Place of distribution: Research: Promotion: Contact: Matching: Negotiation: Physical distribution Financing: Risk taking:

38. Marketing Management Price: Higher price to the poor. Spurious sales price ( inadequate information) Bait and switch: switch higher price just when consumer show interest The price must be suitable for the quality of the offer (product)

39. Marketing Management QUIZ (1) 1-What is marketing? 2-What is the Product?