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Promotional tools
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1Promotional Mix
Marketing means anticipating, and meeting customers needs
2Integrated Marketing Communications
Personal selling
Public relations
Direct marketing
Sales promotion
Advertising
BASIC ADAPTABLE
3AdvertisingAdvertising
Personal Selling
Personal Selling
SalesPromotion
SalesPromotion
PublicRelations
PublicRelations
DirectMarketing
DirectMarketing
Reach Many Buyers, Repeat Message Many Times, Impersonal, Expensive
Reach Many Buyers, Repeat Message Many Times, Impersonal, Expensive
Personal Interaction, Relationship Building, Most Expensive Promo Tool
Personal Interaction, Relationship Building, Most Expensive Promo Tool
Wide Assortment of Tools, Rewards Quick Response, Efforts Short-Lived
Wide Assortment of Tools, Rewards Quick Response, Efforts Short-Lived
Very Believable, Dramatize a Company or Product, Underutilized
Very Believable, Dramatize a Company or Product, Underutilized
Nonpublic, Immediate, Customized, Interactive
Nonpublic, Immediate, Customized, Interactive
Setting the Promotion Mix
4Factors in Setting Promotion Mix
Buyer State Liking, Preferences, and Conviction Purchase
Product-Life-Cycle Stage Introduction Growth Mature Decline
5Advertising
Advertising is Any Paid Form of Nonpersonal Presentation and Promotion of Ideas, Goods, or Services by an Identified Sponsor.
6Its function is to inform consumersabout product differences, newproducts and applicationpossibilities.
Advertising
7Advertising
It plays a role in the competitiveprocess by firstly bringingdifferences in products or servicesto the attention of the consumer.
Secondly, it persuades consumersto prefer on companys product tothose of another.
Thirdly, It creates value by itscommunication strategy.
8Main Advertising Objectives Informative Advertising
Persuasive Advertising
Reminder Advertising
9Characteristics of Advertising
One way communication
It deals with thousands ofconsumers and each one receivesthe same mesage.
Depends on symbols: brand logos
Low-cost mass communication
Persuasive communication
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Advertising media
Newspapers
Magazines
Television
Direct mail
Radio
Etc
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Personal Selling
Involves Two-Way, Personal Communication Between Salespeople and Individual Customers:
face to face,
by telephone,
through video conferencing,
or by other means
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Personal Selling
A personalized form of communication in which a seller presents the features and benefits of a product to a buyer for the purpose of making a sale
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Personal Selling
Roles:
Increase marketing intelligence
Locating and maintaining customers
Generating sales at point of purchase
Relationship marketing
Provide detailed and up-to-date information to the travel trade
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Personal Selling
Objectives
Sales volume
Cross-selling, Up-selling, and Second-chance selling
Marketing share
Product-specific objectives
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Personal Selling CrossCross--sellingselling
offering a customer the opportunity to purchase allied products that go beyond the obvious core products
UpUp--sellingselling
upgrading price and profit margins by selling higher-priced products
SecondSecond--chance sellingchance selling
trying to sell additional services to a customer who has already booked services
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Personal Selling: Sales management
The management of the sales force and personal selling efforts to achieve desired sales objectives
Roles include: recruiting
training
motivating/rewarding
sales planning
evaluating sales performance
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Personal Selling disadvantages
Can only deal with a small numberof potential customers.
More costly on a per-customerbasis.
A bad salesperson can damage a relationship
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Sales Promotion
Sales Promotion consists of short-term incentives to encourage the purchase or sales of a product.
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Sales Promotion
Its a blend of marketing activitiesand material that are designed tointensify the efforts of thecompanys salesforce, induce intermediaries to stock and sell thecompanys product, and/orpersuade consumers to buy theproduct limited in time period
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Sales Promotion
A technique used to increase the value of its product by offering an extra incentive to purchase the product
Short-term incentives to encourage the purchase or sales of product or service
Directed at consumer (samples, coupons, rebates, contests, demonstrations) and trade (free goods, contests, family trips)
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Sales Promotion
Increase short-term sales or help build long-term market share.
Get consumers to try a new product Attract customers away from a competitor In general, sales promotion should focus
on consumer relationship building.
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Sales Promotion
Sales promotion methods are aimedat three target groups, namelyconsumers (consumer promotion), salespeople (salesforce promotion) and intermediaries (tradepromotion)
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Bonuses andother moneyincentives
Gift incentives
Travelincentives
Prizes
Extra commissions
Prizes
Free gifts
Parties
Price cuts
Sales offers
Discountvouchers
Coupons
Disguised pricecuts
Additionalservices
Free gifts
Prizes
SalesforcesTradeNetwork
Consumers
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Effective sales promotion
Short duration
Dificult to imitate by competitors
Difficult to predict
Directed at and restricted to specificsegments
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Effective sales promotion
Short duration: customers must notbe able to postpone buyingdecisions . If the promotion is too long, customers will also perceive itas part of the standard price.
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Effective sales promotion
Difficult to imitate by competitors for example airlines that arranegeco-operative promotions linking a particular hotel, car rental companyor restaurant
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Effective sales promotion
Difficult to predict if customerscan predict sales promotions, theymay simply postpone their buyingdecision.
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Effective sales promotion
Directed at and restricted to specificsegments this is to avoid the diluition oftotal sales revenue which occurs ifunnecessary incentives are offered to allcustomers, some of whom intended tobuy without the added incentive. For thisreason airlines that offer sales promotionson overseas trips would specify a minimum stay at the destination (often 7 days or more), to avoid having businesstravellers using the promotion.
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Public Relations
Public Relations Involves Building Good Relations With the Companys Various Publics by Obtaining Favorable Publicity, Building Up a Good Corporate Image, and Handling or Heading Off Unfavorable Rumors, Stories, and Events.
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Public Relations
The activities that a tourism or hospitality organization uses to maintain or improve its relationship with other organizations or individuals
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Public Relations
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Functions of PR Departments
Establishing corporate identity
Government relations
Crisis management
Internal communications
Customer relations
Press Relations Product Publicity Corporate Communication Lobbying Counseling
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Public Relations
Build Awareness, comprehension, positive attitude.
Build Credibility Stimulate the Sales Force and Channel
Intermediaries Sales-and-Profit Contribution
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Public Relations Techniques Available to the Tourism and Hospitality Industry
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Public Relations
Read Public relations text.
36
Direct Marketing
Its the use of advertising methods(for example, mail, mass media, telephone or intecative devices) tohandle all or some portion of theselling process handked by personal, face to face contact.
Consider Internet Impact
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Direct Marketing
Direct marketing is an interactive system of marketing which uses one or more advertising media to effect a measurable response and/or transaction at any location.
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Most Mass Marketing Involves One-WayCommunications Aimed At Consumers.
Mass Marketing and Direct Marketing
Direct Marketing Involves Two-WayInteractions WithCustomers.
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Advantages of Direct Marketing
Precision targeting
Personalization
Flexibility
Privacy
Measurability
Low cost
Detailed knowledge of consumers
Fast or immediate response
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Direct Mail
KioskMarketing
OnlineMarketing
Telemarketing
Direct-ResponseTV Marketing
Catalog
Face-to-Face Selling
Forms of Direct Marketing
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Direct Marketing
Read direct marketing text.