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Advertising is only
It does NOT
Advertising tries to
Advertising is most
important for products and
services that are:
1.
2.
3.
4.
5.
6.
identical
mass marketed(many places)
easy to describe
low priced
new
heavily competitive
Goals of Advertising:
1.
2.
3.
4.
5.
Both industrial and nonTo know about it before they can buy it
industrial consumers need
Advertising informs about
1.
2.
3.
4.
5.
name
availability
benefits
appearance
ordering information
Positioning statements
A coupon or samples
Endorsement
Brand reminder used when Older brands are attacked by new competitors
Brand repositioning
Communication
1.
2.
3.
4.
5.
intent
message
media
reception
action
Intent (goals)
1.
2.
3.
4.
5.
1.
2.
3.
4.
1.
2.
3.
4.
buy media
create
place
monitor effectiveness
An agency of not
1. 1.
2. 2.
space
time
3. 3.
Creativity
1. 1.
2. 2.
3. 3.
SWOT
1.
2.
3.
4.
1.
2.
3.
4.
Strength
Weakness
opportunities
Threats
Advertising appeals
1.
2.
3.
4.
1.
2.
3.
4.
biological
emotional
rational
social
Biological
Emotional
Promises:
1.
2.
3.
4.
Rational: Focuses on
Stresses:
1.
2.
3.
4.
love
fun
adventure
romance
Reasoning abilities
1.
2.
3.
4.
1.
2.
3.
4.
convenience
cost savings
safety
warranties
5. 5.
ease of purchase
1. 1.
2. 2.
3. 3.
beauty
body shape
social behaviour
A medium
Factors to determine Medium
reach
frequency
selectivity
durability
lead-time
mechanical requirements
clutter
costs
Reach
Frequency
Frequency and reach combine Number of times message was seen or heard
to tell you:
Selectivity
Durability
Lead time
Mechanical requirements
Clutter
Internal Clutter
External Clutter
Costs
Types of Media
Magazines
1.
2.
3.
4.
5.
headline
illustration
body copy
signature
layout
Headline
Illustrations should
Body copy
Signature
Brand identification:
1.
2.
3.
4.
logo
slogan
package
brand name
Layout
Newspapers
Ad sizes
Other advantages
1. lead time
2. mechanical requirements
Disadvantages
1. durability
2. clutter
Television is a very
Versatile medium
Why?
Why is it expensive?
1. effective
2. expensive
Production
Disadvantages
1.
2.
3.
4.
cost
selectivity
clutter
durability
AIDA
1.
2.
3.
4.
Radio is
Everywhere
Local reach
Advantages
1. Lead time
2. mechanical requirements
3. selectivity
Disadvantages
1. costs
2. frequency
3. durability
4. clutter
Out-of-home
1. Billboards
2. bus
3. subway
Advantages
1. Frequency
2. reach
3. clutter
Disadvantages
1. selectivity
2. mechanical requirements
3. cost
1. Targeted campaigns
2. Aggregate campaigns
Targeted campaigns
Aggregate campaigns
Advantages
1. reach
2. costs
Disadvantages
1. selectivity
2. clutter
The Internet
3 Major types:
1. web sites
2. ads on other sites
3. e-mail advertising
Web Sites
Search Engines
Examples:
google
yahoo
ask
msn
The company on the top of the list pays 1 cent more per
hit than the company in number 2 spot
However
Advantages
1.
2.
3.
4.
selectivity
inexpensive
mechanical requirements
durability
5. frequency
Specialty Advertising
1.
2.
3.
4.
5.
matchbooks
golf caps
shirts
pens watches
toys
Advantages (9.3)
1.
2.
3.
4.
durability
selectivity
mechanical requirements
costs
Disadvantages
1. lead time
2. reach
3. work?
With the advent of the ad server, marketing through the Internet opened new frontiers
for advertisers and contributed to the "dot-com" boom of the 1990s. Entire
corporations operated solely on advertising revenue, offering everything from
coupons to free Internet access. At the turn of the 21st century, a number of websites
including the search engine Google, started a change in online advertising by
emphasizing contextually relevant, unobtrusive ads intended to help, rather than
inundate, users. This has led to a plethora of similar efforts and an increasing trend of
interactive advertising.
The incredibly large number of websites and the ability to use search engines like
Google, has made it increasingly difficult for retailers to decide where to spend
Negative publicity
Public relations
companies
Press releases
Press kit
Press conference
Press Junket
Lobbyist
Sales Promotion
Sales Promotion
1. consumers
2. distributors
Types of Promotions:
1.
2.
3.
4.
5.
6.
7.
Sweepstakes
Loopholes
Rebate
Coupon is
Sources
1.
2.
3.
4.
5.
internet
mail
print ads
store
coupon books
Redemption Rate
Premiums
Self liquidator
In both cases
Examples
1. cards
2. points
In store sampling is
1.
2.
3.
4.
5.
1.
2.
new lines
old stock
old season
traffic during tough times
Holiday
3.
1. racks
2. cases
3. shelves
1. inexpensive merchandise
2. attractively displayed
Personal Selling
A sale is
Methods:
Personal selling
Factors that determine
whether personal selling is
required:
internet
phone
mail
person
complexity
high price
industrial vs. consumer
license requirements
1.
2.
3.
4.
5.
6.
7.
8.
retail clerk/cashier
retail commissioned
detail/route
contact
sales representative
agent or broker
sales engineer
auctioneer
Minimum wage
% of total sales
Salary + commission
Good salary
Commission-good potential
Commission-highly paid
Very high salary
Commission-based on bid
Salespeople must
3 things salespeople should
remember:
1.
2.
3.
4.
5.
6.
7.
acquire knowledge
make approach
determine wants
present products
handle objections
close sale
follow up