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Business Strategy
SBU Management
Marketing Strategy
Target Market Selection Marketing Mix Development Integrated Mkt Communications Account Targeting Strategy Relationship Strategy Sales Channel Strategy
Marketing Management
Sales Strategy
Sales Management
(Exhibit 4.2)
Build
Hold
Harvest
Maintain sales volume Consolidate market position through concentration on targeted segments Secure additional outlets Reduce selling costs Target profitable accounts
Call on prospective and new accounts Provide high service levels particularly presale service Product/market Call on targeted feedback current accounts Increase service levels to current accounts Call on new accounts Call on and service most profitable accounts only and eliminate unprofitable accounts Reduce service levels Reduce inventories Dump inventory Eliminate service
Divest/Liquidate
Salary
Disadvantage
COST
When Low Cost per Contact is Important When Repetitive Contact is Important When Control of Message is Important When Audience is Large
Buying Center
Account
Salesperson
Buying Process
Buying Needs
(4:06)
Institutions
Organizational Goals
Control Cost in Product Use Situation Few Breakdowns of Product Dependable Delivery for Repeat Purchases Adequate Supply of Products Cost within Budget Limits
Sales Strategy
Account-Targeting Strategy
The classification of accounts within a target market into categories for the purpose of developing strategic approaches for selling to each account or account group
Sales Strategy
Relationship Strategy
A determination of the type of relationship to be developed with different account groups
Offering
Number of Customers
Standardized
Many
Customized
Few
Channel middlemen Take title to goods Own salesforce May represent one manufacturer; several noncompeting manufacturers; several competing manufacturers
Team Selling
Buying Firm
Organizational Buying Center Purchasing Information Problem Solving Negotiation Friendship Trust Product/Services Payment Reciprocity Manufacturing R&D
Engineering Marketing
Uses of Telemarketing
(Figure 4.8) Telemarketing
Integrate with Field Salesforce Selling to Same Accounts
Activities
Prospecting Qualifying Leads Conducting Surveys Taking Orders Checking on Order Status C Handling Order Problems C Following Up for Repeat Business
Trade Shows
Average Cost/Visitor $185