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Managing Personal Communications (Direct Marketing (Telemarketing, Mobile…
Managing Personal Communications
Direct Marketing
Telemarketing
Mobile Devices
Interactive TV
Catalogs and Kiosks
Web Sites
Direct Mail
Benefits of Direct Marketing
Market Demassification
Selective targeting
Consumers
Personalized messages
Measure effectiveness
Direct Mail
Measureable
Flexible
Target market selectivity
Higher CPM
Target Markets and Prospects
RFM Formula
Identify Prospects
Testing and Measuring
Catalog Marketing
Print and Online
Top B-to-C catalog sellers
Catalog Types
Catalogs
Telemarketing
Interactive Marketing
Public and Ethical Issues
Unfairness
Invasion of Privacy
Irritation
Deception and Fraud
Advantages and Disadvantages
Online Communities
Screen out message
Contextual Placement
Loss of control
Measureable
Interactive Marketing Options
Search Ads
Mobile Marketing
E-Mail
Web Sites & Display Ads
Word of Mouth
Social Media
Online Communities and Forums
Social Networks
Buzz and Viral Marketing
Opinion Leaders
Connectors
Salesmen
Mavens
Designing the Sales Force
Demand Creator
Order Taker
Deliverer
Technician
Solution Vendor
Missionary
Sales Force Objectives and Strategy
Communicating
Prospecting
Targeting
Allocating
Information Gathering
Servicing
Sales Force Structure
Territorial
Inside Sales Force
Product or Market
Strategic
Sales Force Size
Sales Force Compensation
Recruiting and Selecting
Training and Supervising
Sales Rep Productivity
Motivating
Extrinsic Rewards
Extrinsic Rewards
Intrinsic Rewards
Evaluating
Principals of Personal Selling
Prospecting and Qualifying
Preapproach
Presentation/Demonstration
Overcoming Objections
Closing
Follow-up and Maintenance