2. SALES AND MARKETING sales -is the process of transferring the product to a customer in exchange of money by *influencing the customer *creating awareness in the mind of the customer *selling the benefits of the products. *motivating the customer to buy *helping the customer to make a buying decision. marketing -is the process of *determining the customer needs *defining and developing the product/service *determining the ways/means of delivering the product to the customers. *creating the satisfaction for the customer's needs 3.HOW DO WE PREPARE MARKETING PLAN FOR FMCG OUTLINE FOR A MARKETING PLAN 1.EXECUTIVE SUMMARY 2.SITUATION ANALYSIS--MARKET ANALYSIS -market needs -market trends -market potential and growth -market characteristics -market segments etc 3.SITUATION ANALYSIS--COMPANY ANALYSIS -strengths -weaknesses 4.BUSINESS ENVIRONMENT -political -economic -social -technology -opportunities -threats -competition

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2. SALES AND MARKETING

sales

-is the process of transferring the product to a customer in exchange of money by*influencing the customer*creating awareness in the mind of the customer*selling the benefits of the products.*motivating the customer to buy*helping the customer to make a buying decision.

marketing

-is the process of *determining the customer needs*defining and developing the product/service*determining the ways/means of delivering the productto the customers.*creating the satisfaction for the customer's needs

3.HOW DO WE PREPARE MARKETING PLAN FOR FMCG

OUTLINE FOR A MARKETING PLAN

1.EXECUTIVE SUMMARY

2.SITUATION ANALYSIS--MARKET ANALYSIS-market needs-market trends-market potential and growth-market characteristics-market segmentsetc

3.SITUATION ANALYSIS--COMPANY ANALYSIS-strengths-weaknesses

4.BUSINESS ENVIRONMENT-political -economic-social-technology-opportunities-threats -competition-services-keys to success-critical issues-channels

5.MARKETING STRATEGIES-marketing objectives-financial objectives

-target marketing-positioning-marketing strategy

6.MARKETING MIX-products-pricing-promotion-distribution-channels-marketing research

7. SALES PLANS

8.FINANCE-sales forecast-expense forecast-contribution margin.

9.IMPLEMENTATION PLANS-milestones-time schedule

10.MARKETING / SALES ORGANIZATION

11. CONTROL SYSTEM-time schedule-action plan.

12.CONTINGENCY PLANNING.

-by explaining the features of the product.-by selling the benefits of the product's usage-what the product can do to the customers-develop a word picture of the benefits for the customer.-offer the customer to taste, if it is possible.-explain all customers' doubts.-overcome resistance-handling objections well

Best practice marketing techniques to maximise profitable FMCG market share growth.Timely product development and cannibalisation-free growth across your product portfolio builds an impregnable defence against competitors. Sophisticated marketing strategy management can secure fairer balance of power with channel partners.