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marketing communications (the communication process ((Receiver: the…

- - - - message strategy, reach, frequency, impact, media types, media timing, media vechiles
        
        Frequency: is a measure of how many times the average person in the target market is exposed to the message
        
        Impact: is the qualitative value of a message exposure through a given medium.
        
        Reach: is a measure of the percentage of people in the target market who are exposed to the ad campaign during a given period of time
    - - communication objectives/ sales objectives
    - - communication impact, sales& profit impact, return on advertising
- - - - This involves building and maintaining relations with law makers and government departments to influence regulations and public policies
    - - Maintaining relations with shareholders and others in the financial community
    - - This involves building and maintaining national or local community relations
- - - - these are sales promotion tools used to persuade resellers to carry a brand, give it shelf space, promote it in advertising and push it to customers (advertising allowances, display allowances)
    - - Sales promotion tools used to generate business leads, stimulate purchase, reward customers and motivate sales people
    - - these are sales promotional tools used to boost short term customer buying and involvement or to enhance long term customer relationships.
    - - A decision on the size on incentive must be made, The conditions to participate (everyone, repeat customers), length of promotion.
- - - - In this stage you will outline all the benefits of the product + start thinking to close the sale
    - - Handling objections is the process where salespeople resolve problems that are logical(high price delivery dates,...), psychological (interesting product but customers haven’t heard about the brand, company, … )or unspoken
    - - is the process where the sales person meets the customer for the first time.
    - - Closing is the process where salespeople should recognise signals from the buyer – including physical actions, comments and questions – to close the sale.
    - - Pre-approach is the process of learning as much as possible about a prospect, including needs, who is involved in the buying and the characteristics and styles of the buyers.
    - - the last step in which the sales person follows up after the sale to ensure customer satisfaction and repeat business.
    - - Qualifying is identifying good customers and screening out poor ones