Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
Course Content
Strategic planning process in Marketing Preparation of marketing and business plans B2B marketing Fast moving consumer goods marketing Consumer Durables marketing Service marketing
Course Content
Rural marketing Retail management Internet marketing Direct marketing Event & Media marketing Field project involving preparation of marketing / business plan in any Industry verticals.
Assessment
100 marks divided in 60 marks external and 40 marks internals.
Internals: Presentations, case studies, class test, assignments, class activities and attendance
Reference books
Marketing Management - Kotler, Keller, Koshi & Jha 14th edition perarson. Basic Marketing, 13th edition, Perrault and McCarthy Mcgraw Hill India Marketing Management Indian Context Dr. Rajan Saxena McGraw Hill India Marketing Management Ramaswamy & Namkumari Mcmillan
Overview
Topics covered so far
Introduction, evolution of marketing, Marketing environment, Market research CBB, OBB Pillars of Marketing Marketing Mix
Overview
Syllabus of semester two
Formulation of strategies Practical application Studying marketing under rural conditions, retail, service marketing, FMCG etc
Chapter 1
Strategic Marketing
Strategic marketing deals with the 'big picture' marketing planning. It analyzes how a company can best satisfy its customers and make a profit at it. Strategic marketing planning is directed from the top of the company and is extremely important.
Strategic Marketing calls for a more structured approach where we define what were trying to accomplish, measure and analyze the markets and media options and implement an integrated campaign that will help you capture the most value for your budgeted marketing money by achieving your defined objectives.
Kotler on Marketing
It is more important to do what is strategically right than what is immediately profitable.
The company must divide potential customers into segments and find ways to best satisfy them. Each segment may require a distinct marketing mix.
PRINCIPLE #1
Know your Target Group An Effective Marketing Campaign will be directly focused on selling to your specific niche. Different groups of people are looking for different concepts. When you present your product to a specific niche, you increase the buyer interest exponentially, creating an opportunity for greater marketing success.
PRINCIPLE #2
Share your Genuine Passion When you feel strongly about your product or service, the passion and enthusiasm you generate creates momentum that will ultimately sell your product or service. Your buyer will assume the same passion and begin to promote your product expanding your potential market with word of mouth marketing.
PRINCIPLE #3
Dare to be Different and Unique And stand out in the crowd. Being different exemplifies quality, value, and independence within your market. When you present your business as Unique and Differentiate between yourself and others you Brand your business with Integrity and Independence.
PRINCIPLE #4
Understand the Law of Success Know that Success is the natural response to Marketing. Once you understand that Success is the Natural Response to Marketing it's easy to accept a "No" with sincere grace and move on to the next customer. When you realize that making a sale is a direct result of having a product or service to sell, you can smile and walk away graciously when someone doesn't buy with confidence that they just don't need what you have to offer.
PRINCIPLE #5
Know your Business Purpose When you understand that your purpose in business is to make sales and market your product or services, then you begin to present your product and services in everything you do. Your website promotes your business, because it sells your products and services. Your business card, your letterhead, you copy, your mannerisms sell your business because that's the purpose and goal of your Business.
PRINCIPLE #6
Find Results Oriented Solutions Once your efforts are focused on solutions your business expands to encompass the process, developing new ways and concepts to offer solutions to your specific market. Your customers begin turning to you for all their solutions in your field and your company produces more and more solutions. The result of high quality business solutions is success.
PRINCIPLE #7
Never Give Up Failure is part of success. When you realize that every failure you experience brings you that much closer to success, and every failure you experience is a lesson bringing you closer to success, you encounter more opportunities for success. Learn from mistakes and make consistent strides to improve your Business Marketing Strategies.
Analyzing Market Opportunities Developing Marketing Strategies Planning Marketing Programs Managing the Marketing Effort
Annual-plan control Profitability control Strategic control
The company first identifies the total market, then divides it into small segments, selects the most promising segments, and focuses on serving and satisfying these segments.
To find the best marketing mix and put into action, the company engages in marketing analysis, planning, implementation and control.
This process involves three steps: market segmentation, market targeting, and market positioning.
Market Segmentation
The market consists of many types of consumers, products, and needs, and the marketer has to determine which segments offer the best opportunity for achieving company objectives. Consumers can be grouped and served in various ways based on geographic, demographic, psychographic, and behavioral factors.
A market segment consists of consumers who respond in a similar way to a given set of marketing efforts.
Market segmentation dividing a market into distinct groups with distinct needs, characteristics, or behavior who might require separate products or marketing mixes.
Market Targeting
The process of evaluating each market segments attractiveness and selecting one or more segments to enter. A company should target segments in which it can profitably generate the greatest customer value and sustain it over time. Most companies enter a new market by serving a single segment, and if this proves successful, they add segments. GM says that it makes a car for every person, purse, and personality.
Market Positioning
A products position is the place the product occupies relative to competitors in consumers minds. Market positioning arrangement for a product to occupy a clear, distinctive, and desirable place relative to competing products from competing brands and give them the greatest strategic advantage in their target markets. Thus, marketers plan positions that distinguish their products from competing brands and give them the greatest strategic advantage in their target markets. The company first identifies possible competitive advantages on which to build the position.
Price
List price Discounts Allowances Payment period Credit terms Target customers Intended positioning
Place
Channels Coverage Assortments Locations Inventory Transportation Logistics
Promotion
Advertising Personal selling Sales promotion Public relations
Buyers Viewpoint
Analysis
Control Measure results Implementation Carry out the plans Evaluate results Take corrective action
Marketing Implementation
A brilliant marketing strategy counts for little if the company fails to implement it properly. Marketing planning addresses the what and why of marketing activities, implementation addresses the who, where, when, and how. Many managers think that doing things right (implementation) is as important as, or even more important than, doing the right things (strategy).
Successful implementation depends on how well the company blends its people, organizational structure, decision and reward systems, and company culture into a cohesive action program that supports its strategies.
Set goals
Measure performance
Evaluate performance
What is happening?
Why is it happening?
Marketing Control
The process of measuring and evaluating the results of marketing strategies and plans, and taking corrective action to ensure that objectives are achieved. Operating control involves checking ongoing performance against the annual plan and taking corrective action when necessary. Strategic control involves looking at whether the companys basic strategies are well matched to its opportunities. The marketing audit is a major tool for strategic control. It is a comprehensive, systematic, independent, and periodic examination of a companys environment, objectives, strategies, and activities to determine problem areas and opportunities.