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Lecture Sales and distribution management: Chapter 9 - Krishna K Havaldar, Vasant M Cavale
Chapter 9, marketing channels. After studying this chapter you will be able: Understand channel structure and how channels manage discrepancies, understand concept of channel flows, relationship of channel flows to service levels, understand channel formats and levels, understand what channel systems are expected to deliver, prominent marketing and channel systems.
7/4/2019 5:45:13 AM +00:00
Lecture Sales and distribution management: Chapter 10 - Krishna K Havaldar, Vasant M Cavale
Chapter 10, channel institutions - Retailing. After studying this chapter you will be able: Understand what retailing is all about; global retail scene and trends; indian retail scene and trends; types of retailers; trade and retail formats, trading area; retail management strategies and operations; measuring retail performance; franchising and e-tailing; FDI in retail in India.
7/4/2019 5:45:04 AM +00:00
Lecture Sales and distribution management: Chapter 11 - Krishna K Havaldar, Vasant M Cavale
Chapter 11, channel institutions - Wholesaling. After studying this chapter you will be able: Understand functions of a wholesaler, understand various classes of wholesalers, major wholesaling decisions, benefits and limitations of wholesalers, understand about a – distributor in more detail, trends in wholesaling practices.
7/4/2019 5:44:55 AM +00:00
Lecture Sales and distribution management: Chapter 12 - Krishna K Havaldar, Vasant M Cavale
Chapter 12, designing channel systems. After studying this chapter you will be able: Understanding customer needs to define channel objectives; channel design factors, components, issues, steps and process; method of evaluating various channel alternatives; how channel partners are: selected, trained and kept motivated; principles of vertical integration and electronic channels.
7/4/2019 5:44:45 AM +00:00
Lecture Sales and distribution management: Chapter 13 - Krishna K Havaldar, Vasant M Cavale
Chapter 13, channel management. After studying this chapter you will be able: Understand how and why channel conflicts occur, look at ways of managing conflict, channel practices followed to resolve conflicts, principles of channel management, various parameters on channel policy, way in which services use marketing channels.
7/4/2019 5:44:36 AM +00:00
Lecture Sales and distribution management: Chapter 14 - Krishna K Havaldar, Vasant M Cavale
Chapter 14, channel information systems. After studying this chapter you will be able: Understand importance of information systems for management of channels, elements of channel information systems, how information systems are used to impact channel service objectives, performance measures for channels, understand principles of channel implementation.
7/4/2019 5:44:27 AM +00:00
Lecture Sales and distribution management: Chapter 15 - Krishna K Havaldar, Vasant M Cavale
Chapter 15, market logistics & supply chain management. After studying this chapter you will be able: Principles of materials management, logistics and supply chain management; logistics interface with other functions; inventory management principles and systems; warehousing management fundamentals;...
7/4/2019 5:44:17 AM +00:00
Lecture Sales and distribution management: Chapter 16 - Krishna K Havaldar, Vasant M Cavale
Chapter 16, international sales & distribution management. After studying this chapter you will be able: Understand differences with domestic markets; choosing the markets; economic, legal & cultural aspects of the environment; risks involved in international business; entry strategies for international markets;…
7/4/2019 5:44:08 AM +00:00
Lecture Advertising and promotion (2/e) – Chaper 17: Personal selling
The goals of this chapter are: To examine the role of personal selling in the integrated marketing communication program, to describe the advantages and disadvantages of personal selling as part of an IMC program, to propose how personal selling might be combined with other elements in an IMC program,...
7/4/2019 4:18:24 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 16: Sales promotion
Chapter 16 - Sales promotion. The goals of this chapter are: To understand the role of sales promotion in a company’s integrated marketing communication program and to examine why it is increasingly important, to examine the various objectives of sales promotion programs, to examine the types of consumer- and trade-oriented sales promotion tools and the factors to consider in using them,...
7/4/2019 4:18:15 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 15: Public relations
Chapter 15 - Public relations. The goals of this chapter are: To recognise the roles of public relations, publicity and corporate advertising in the integrated marketing communication mix, to know the difference between public relations and publicity and demonstrate the advantages and disadvantages of each, to understand the reasons for corporate advertising and its advantages and disadvantages,...
7/4/2019 4:18:07 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 14: Interactive marketing
Chapter 14 - Interactive marketing. The goals of this chapter are: To examine the development and evaluate the reasons for growth of the internet and interactive media, to define the role and relationships of the internet and interactive media and apply them in an IMC program, to compare the advantages and disadvantages of direct communication on the internet and interactive media,...
7/4/2019 4:17:59 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 13: Direct marketing and communication
Chapter 13 - Direct marketing and communication. The goals of this chapter are: To examine the development and reasons for growth of direct marketing communication; to define the role and relationships of direct marketing, the internet and interactive media in an IMC program; to identify the advantages and disadvantages of direct marketing communication; to evaluate the effectiveness of communication through direct marketing communication.
7/4/2019 4:17:51 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 12: Measuring the effectiveness of the IMC program
Chapter 12 - Measuring the effectiveness of the IMC program. The goals of this chapter are: To understand the importance of, and reasons for and against, measuring the effectiveness of marketing communication; to establish some guidelines used in measuring IMC effectiveness; to evaluate alternative methods for measuring IMC effectiveness against industry-developed criteria for successful evaluation;...
7/4/2019 4:17:42 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 11: Media choices: evaluating media options
The goals of this chapter are: To examine the structure of specific media industries including broadcast, print, out-of-home and cinema and the role of each media channel in the IMC program; to consider the advantages and limitations of each media channel; to explain how audiences are measured and how rates are determined;...
7/4/2019 4:17:33 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 10: Media and contact strategy
The goals of this chapter are: To understand the principles of brand contact points in media strategy, to understand the key terminology used in media planning, to recognise and be able to set media objectives, to know how a media plan is developed,...
7/4/2019 4:17:23 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 9: Message strategy and execution
The goals of this chapter are: To examine messages their types, structure and consistency, to discuss what is meant by creativity and creative thinking in IMC, to examine the creative process looking at message strategy and execution,...
7/4/2019 4:17:14 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 8: Establishing objectives and budgeting for the IMC program
Chapter 8 - Establishing objectives and budgeting for the IMC program. The goals of this chapter are: To recognise the importance and value of setting specific objectives for advertising and imc; to understand the role objectives play in the imc planning process and the relationship of marketing communication objectives to marketing objectives; to know the differences between behavioural and communication objectives, and the issues regarding the use of each;...
7/4/2019 4:17:06 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 7: Planning for IMC
Chapter 7 Planning for IMC. The goals of this chapter are: To understand the role of planning in an organisation’s IMC program; to understand the role of target marketing, segmentation and positioning in planning for an IMC program; to explore the concepts and models of IMC planning; to demonstrate the strategic importance of account planning in advertising.
7/4/2019 4:16:57 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 6: Branding and building relationships with the database
Chapter 6 - Branding and building relationships with the database. The goals of this chapter are: To understand how we build relationships with brands; to examine the concept of brand identity; looking at brand names, symbols and packaging; to look at how brands are measured in terms of brand audits, brand equity and their relationships with consumers;...
7/4/2019 4:16:49 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 5: Starting with the consumer
Chapter 5 - Starting with the consumer: developing consumer insights. The goals of this chapter are: To understand the role consumer behaviour plays in the development and implementation of IMC programs; to understand the consumer decision-making process and how it varies for different types of purchases; to understand various internal psychological processes, their influence on consumer decision making, and implications for IMC;...
7/4/2019 4:16:40 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 4: The communication process
The goals of this chapter are: To understand the basic elements of the communication process and the role of communication in marketing; to examine various models of the communication process; to analyse the response processes of receivers of marketing communication, including alternative response hierarchies and their implications for integrated marketing communication planning and strategy;...
7/4/2019 4:16:31 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 3: Social, ethical and regulatory aspects
The goals of this chapter are: To consider various perspectives concerning the social and ethical aspects of marketing communication, to evaluate the social criticisms of advertising, to examine how advertising is regulated, including the role and function of various regulatory agencies,...
7/4/2019 4:16:22 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 2: Integrated marketing communication
Chapter 2 - Integrated marketing communication: how marketing communication evolved. The goals of this chapter are: To review the concept of marketing, examining how marketing communications has changed; to introduce and define the concept of integrated marketing communication (IMC); to examine reasons for the increasing importance of IMC;...
7/4/2019 4:16:13 AM +00:00
Lecture Advertising and promotion (2/e) – Chapter 1: Where marketing communication began
Chapter 1 - Where marketing communication began: the development of advertising in Australia and New Zealand. The main goals of this chapter are: To define advertising looking at its importance and its function, to trace the history of advertising in Australia and New Zealand, to explore the changing advertising environment,...
7/4/2019 4:16:05 AM +00:00
Những yêu cầu cần có của một nhân viên bán hàng
Một ông chủ có cách quản lý nhân viên hiệu quả là người biết nhân viên của mình còn thiếu những kỹ năng gì và sẵn sàng bỏ thời gian tiền bạc để kiện toàn những kỹ năng cần thiết cho nhân viên. Bởi với hình thức bán hàng trực tiếp tại cửa hàng thì nhân viên bán hàng là một yếu tố quan trọng. Họ quyết định khoảng 50 – 60% khả năng mua hàng của các khách hàng. Vậy, bạn đã là ông chủ có cách quản lý nhân viên hiệu quả chưa? Bạn có biết nhân viên của mình cần trang bị những kỹ năng gì không? Hãy cùng nhau tìm câu trả lời thông qua bài viết này nhé. Ngoài ra, để xem thêm nhiều bài viết hay về Kỹ năng bán hàng, các bạn vui lòng ghé xem tại Bộ tài liệu Xây dựng Đội ngũ Bán hàng Chuyên nghiệp.
7/4/2019 3:25:02 AM +00:00
Những điều cần tránh khi tiếp xúc với khách hàng
Nếu bạn gặp phải những lỗi ví dụ như đi trễ, giấy tờ không đủ, ... trong cuộc gặp gỡ với khách hàng, bạn sẽ làm lãng phí thời gian của cả bạn và khách hàng của bạn. Tham khảo ngay Những điều cần tránh khi tiếp xúc với khách hàng để lưu ý nhé. Một vài điều nghe có vẻ rất bình thường nhưng không dễ tránh khỏi. Ngoài ra, để xem thêm nhiều bài viết hay về Kỹ năng bán hàng, các bạn vui lòng ghé xem tại Bộ tài liệu Xây dựng Đội ngũ Bán hàng Chuyên nghiệp.
7/4/2019 3:24:55 AM +00:00
Nguyên tắc và kinh nghiệm khi gút lại việc bán hàng
Tham khảo ngay Nguyên tắc và kinh nghiệm khi gút lại việc bán hàng để nắm rõ từng trường hợp khi gút lại việc bán hàng và áp dụng vào thực tiễn. Ngoài ra, để xem thêm nhiều bài viết hay về Kỹ năng bán hàng, các bạn vui lòng ghé xem tại Bộ tài liệu Xây dựng Đội ngũ Bán hàng Chuyên nghiệp.
7/4/2019 3:24:48 AM +00:00
Một số nguyên tắc hoạt động của Giám Đốc Bán Hàng
Công việc của Giám Đốc Bán Hàng không chỉ là quản lý, điều phối mọi công việc cũng như toàn bộ guồng máy liên quan đến khách hàng cùng hoạt động tiêu thụ sản phẩm theo chiến lược kinh doanh của công ty và theo chỉ đạo trực tiếp từ Tổng Giám đốc hay Giám đốc Điều hành. Mà họ còn phải nỗ lực xây dựng những chiến lược bán hàng tiềm năng và phải thuyết phục ban lãnh đạo để có thể thực hiện chiến lược ấy. Tham khảo bài viết trên đây để hiểu rõ hơn về điều này. Ngoài ra, để tham khảo thêm nhiều bài viết hay về Kỹ năng bán hàng, các bạn vui lòng ghé xem tại Bộ tài liệu Xây dựng Đội ngũ Bán hàng Chuyên nghiệp.
7/4/2019 3:24:29 AM +00:00
Mô tả công việc: Tiếp tân cửa hàng
Tham khảo Mô tả công việc: Tiếp tân cửa hàng để nắm rõ các công việc mà một Tiếp tân cửa hàng thường phải làm và hoàn thành nếu bạn có ý định ứng tuyển vị trí này nhé. Ngoài ra, để tham khảo thêm nhiều bài viết hay về Kỹ năng bán hàng, các bạn vui lòng ghé xem tại Bộ tài liệu Xây dựng Đội ngũ Bán hàng Chuyên nghiệp.
7/4/2019 3:24:23 AM +00:00