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Unit 6, Direct Marketing - Coggle Diagram
Unit 6
Personal selling
Personal selling
Selling to a customer face-to-face
demonstrate technical products
customizing the sales messages
inform customers
The sale process
Help the sale force convert leads into signal deal
2.presenting
3.closing deals
1.prospecting and qualifying
4.following up
The sale force
Salespeople interact directly with customers or prospect
make sales
build long-term relationships
Marketing support
Marketing supports the sales force
The sale kit contain sale aids
price lists
how much it costs
order forms
place an order
product samples
customers can know what the product is
sales literature
information about the product features
its unique selling points
product benefits
Logistics and
distribution chain
Indirect distribution
selling wholesale to agents or retailers so that they can distribute the product for you. Producer -> agency -> wholesale -> retailers -> consumers
Direct distribution
a strategy in which a producer or manufacturer delivers products directly to the consumer. Producer -> Consumers
the part of distribution chain
ware house
items get sent from the factory to the ware house.
container ship
the cheapest, but slowest
rail freight
cheap but not always reliable
a load
delivery service
road haulage
more expensive but the advantage is that lorries can go right up to the doors of shops or factories.
air freight
to move the shipments or freight much faster
Telemarketing
Inbound
Rather of buying people's interest, it is focused on earning it.
Blogging/ fanpage
Social media
Customer call to the Telemarketing
place an order
make a reservation
contact customer services
Outbound
Call potential customers from a list broker
Lead generation: who care about the product.
Phone sales
Appointment setting
Follow-up calls may take place after a mailshot or a trade show
Voice broadcasting is a cheaper form of outbound telemarketing
A form of direct marketing: the messages are delivered individually to potential customers.
immediate feedback
captive audience
immediate response
cost per acquisition, cost per inquiry (CPI)
Online Shopping
Online shopping experience
Offer bundle of items to attract clients to purchase.
Add items to shopping cart or shopping basket when they've decided what they want to buy by clicking on the "add to basket" button or "buy now" button.
Personalize the selection process-how people choose what to buy.
Give clear payment information - delivery costs, delivery options
Designer need to think about how to move your shopper through the sales process, getting the customer quicly and easily from your home page.
List the payment options such as gift certificates, credit cards or cheques.
Mail order and the order process
definition
A system of buying and selling goods
through the post.
process
Call to order or fill an order form an put in prepaid envelope
Sellers send goods to customers
1.Select the goods from a
catalogue
Direct Marketing
Telemarketing
Mail- order
Personal Selling
Online shopping