2/3/16 11.Marketing Segmentation- Dividing the entire market into smaller groups (of people) who share similar characteristics. 12. 4 Segmentation methods? Complete TM webquest. 2/4/16
13. Demographic segmentation- Segmenting the market based on personal characteristics such as age, gender, income, education and occupation. 14. PSYCHOGRAPHICS- Segmenting the market based on Interests, Habits, Activities, Lifestyles, Opinions, & Hobbies 1.01-1.04 Study Guide Quia- 1.01-1.04 Review games TGIF 2/5/16
15. MARKETING MIX- a combination of decisions about the product, price, place, and promotion Study for Test! Get out study guide! 2/9/16 16. SELLING- is planned, personalized communication, involves
interaction between salesperson and customer. Marketing Plan for Crickets http://www.wral.com/are-crickets-the-new-food-craze-/14418997/ https://www.youtube.com/watch?v=ttehcPYX-wU Poster- 4 Ps and Target Market Example of packaging
Example of promotion Be creative with branding! 2/11/16 17. EMOTIONAL BUYING MOTIVEbuy based on emotions (ex. Social approval, recognition, power, love, prestige) 18. CUSTOMER SERVICES FUNCTION a department or a function of an organization that
responds to complaints from customers 2/12/16 19. SALES PRESENTATION- is the sales procedure in which the sales person shows the customer the benefits of the products features; includes the sales dialogue and product demonstration Keep folders until after vocab. Quiz on Wednesday!
2/16/16 20. SERVICE ORIENTATION- Listening to and understanding the customer. Customer satisfaction is high priority. Quiz tomorrow (1-20)- Bingo Review later! QUIZ Today!! Study!
Marketing What is marketed? Target market Marketing functions Marketing plan Promotion Products Tactics Interpersonal skills Sales Presentation
Segmentation Methods Mktg segmentation Demographic Psychographic Marketing mix Selling Emotional buying motive Customer service function Service Orientation
9/10/14 15. TACTICS are developed to accomplish the strategies; it is the how things will be done, daily actions. TEST TODAY!
STUDY--- study guide! Marketing functions Marketing mix Segmentation methods 9/10/13 TEST TODAY! STUDY--- study guide!
Marketing functions Marketing mix Segmentation methods 9/4/13 7. MARKETING PLAN- is created with marketing strategies for the marketing mix. 8. GOALS/OBJECTIVES established on a yearly basis and support the mission statement, must be measurable and have a deadline
9. TACTICS are then developed to accomplish the strategies; it is the how things will be done, daily actions. 2/18/16 1. When Im a customer I want Get out notes from yesterday. TGIF 2/19/16
2. What does EXCEPTIONAL CUSTOMER SERVICE mean? 3. What is Stews (Leonards) Policy? 2 rules http://www.stewleonards.com 2/22/16 4. Pre-sale activities- all of the effort needed to prepare to make a sale BEFORE the customer is acquired; customer info, product knowledge.
5. Service policies: guidelines for servicing customers. Get out 2.01 selling NOTES! 2/23/16 6. PRODUCT KNOWLEDGE- Information about a specific good or service that can be used in sales presentations 7. UTILITY- usefulness; capable of satisfying wants and needs
Complete PPT- International Clients - 3 facts to share with class 2/24/16 8. ETHICS- basic principles that govern your behavior 9. ECONOMY- the system in which people make and spend their income www.makebeliefscomix.com
2/25/16 10. RETAILER- a business that buys consumer goods or services from wholesalers or directly from manufacturers and resells them to the ultimate consumer 11. SELLING POLICIES- guidelines for selling. How will products be sold? TGIF 2/26/16
12. ROBINSON- PATMAN ACT- is a United States federal law that prohibits anticompetitive practices by producers, specifically price discrimination. 2.01 study guide Quia 9/17/13 10. SUSPICIOUS: customers who doubt or
questions everything and may want facts and proof before being convinced something is true. 11. SLOW/METHODICAL: customers who require a lot of time to make a purchase because of indecisiveness 2/29/16 13. GRADES- are ratings assigned to products that tell to what extent it meets the standards 14. WARRANTY- is a defined promise made by the
seller to the consumer that the seller will repair or replace a product that does not perform as expected 3/1/16 15. What are the 4 types of warranties?
Express specific statement, written or oral- promising quality Implied not written or stated, its expected & understood Full covers ENTIRE product Limited only certain repairs/parts covered HW- Example of product with grade or rating? Guest speaker tomorrow! 3/2/16
16. Product recall- is a request to return to the maker a batch or an entire production run of a product, usually due to the discovery of safety issues. 17. Magnuson-Moss warranty act of 1975- Act provides guidelines for businesses offering warranties and guarantees with their product. HW- Example of product with grade or rating? Guest speaker today!
3/3/16 18. CORPORATE IMAGE- is the perception that the general public holds about a particular business. HW? 3/4/16 19. VALUESthings that are important to you, your company or product.
20. BRAND CUESelements that remind customers of brands and their values HW? Study Bellwork- Quiz Tuesday! STUDY--- Quiz Today!
Exceptional Customer Service Stews Rules Product knowledge utility Ethics
Corporate image Value Brand cues 9/30/13 6. BRAND TOUCH POINTS- all opportunities that businesses have to connect with customers and reinforce
brand value 49% have completed so far. The Nike logo was purchased for $35 in 1971 from Portland State University graphic design student, Carolyn Davidson. According to Davidson, Phil Knight, company founder, said at the time: " I don't love it, but it will grow on me." The Nike swoosh has undergone very few modifications. Today the famous swoosh is synonymous with quality sports gear.
TEST Today! 2.01, 2.06-2.07 Get out 2 study guides! 2.01 2.06-2.07 3/10/16 #3 1. Product Feature- is a physical
characteristic or quality of a product. 2. Product Benefit- is the personal satisfaction or advantage that a customer wants from a product. Get out Product List A-Z 3/14/16 3. Cold canvassing- cold calling, prospect is not expecting you 4. Endless Chain method- a salesperson asks
each customer called upon to suggest the names of other likely purchasers of the same product 10/7/13 13. PROSPECT- a potential customer Ex- employer leads, telephone directories, trade & prof. directories, commercial lists, customer referrals, & cold canvassing STUDY SALES PROCESS!
10. Create a feature/ benefit chart for Great Wolf Lodge. 3/18/16 5.Merchandise Approach- Use when customer is looking at an item 6. Open ended questions- more than yes or no answers 7. Third party objection method- using a customer or celebrity testimonies to help overcome objection Completed sales process notes.
Sales Process worksheet 3/21/16 8. SUGGESTION SELLING - Selling additional goods to enhance the original purchase 9. UPSELLING METHOD suggesting larger quantities at a lower prices Get out 2.09 Sales Process Notes
3/22/16 10. SELLING- is planned, personalized communication, involves interaction between salesperson and customer. 11. OBJECTION- legitimate reason, doubt, or hesitation for not buying Sales Process Comic www.makebeliefscomix.com www.toondoo.com
Print & organize on construction paper Type or Write text boxes/convo 3/23/16 12. Set a price? What additional fees may be added to the customers bill? 13. Forms of Payment?
3/24/16 14. Margaret orders 2 pairs of shoes @ 75.00 each 1 t-shirt @ 30.00 each 2 pair of pants @ 25.00 each (BOGO off) Subtotal- _______________
Tax amount (7 %)- ____________ Shipping & Handling ______8.00_____ Margaret pays- _______________ 4/4/16 15. Credit card fee- the percent of sales based on a sliding scale that merchants pay to credit card company 16. Special Order- The request of an item not normally in
stock or carried at a store 17. 1 gallon of milk= $3.79, Sales tax is 7.5% 4/5/16 http://www.fastcompany.com/34926/how-sizecustomer 18. How to Size Up a Customer- Read the short article & respond. (3 sentences) Explain Maors rules.
TEST today 2.08-2.10! Practice test in Quia. 4/6/16 19. Product/Service Management- is a marketing function that involves obtaining, developing, maintaining, and improving a product. Get out 3.01 notes (blue) 4/11/16 20. ETHICAL- morally correct
21. PLANNED OBSOLESCENCE- Making products that are known to not last long, or change, so that people will need to replace them Get out 3.01 notes Bellwork QUIZ and Words Due- Wednesday! 4/12/16 22. POSITIONING developing a specific marketing mix to influence potential customers
overall perception of a brand, product line or organization in general Bellwork Quiz tomrorow! Bingo today! QUIZ TODAY!
Prospect Merchandise approach Open ended questions 3rd party objection Suggestion selling Upselling method
Selling Objection Credit card fee
Special order PSM Ethical Planned Obsolescence Positioning Sales Transaction 4/11/16 20. Decline stage- Sales start to decrease. A company must decide to alter the product, discount,
or discontinue product. Get out 3.01 product/service management NOTES! TGIF 10/11/13 19. What are infomercials? List 3 product examples Describe. 3/9/12
11. 1 gallon of milk= $3.79, Sales tax= 7.5% Tax amount=______________ Total due= ________________ Customer pays= $5.00
Change due= ______________ Bellwork 9/10/12 10. Goals/Objectives established on a yearly basis and support the mission statement, must be measurable and have a deadline 11. Tactics are then developed to accomplish the strategies; it is the how things will be done, daily actions.
9/13/12 14. Analysis----the process of summarizing, combining, or comparing information so that decisions can be made. 15. Market Share Analysis the percentage of all sales within a market that is held by one brand / product or company. TGIF 9/14/12 16. Call reports records of sales peoples
meeting or contact with customers 17. Marketing Information data collected from internal sources, external sources or marketing research 18. List the customer information needed for marketing research. 9/17/12 19. Estimates an approximate judgment or calculation
20. Predictions a forecast of something to happen TEST Tomorrow on objectives 1.01-1.05! Bellwork due & Quiz- Wednesday! Bellwork 9/11/12 12. What are the functions of marketing? Bellwork 2/13/12
10. Marketing research career that learns about the markets and what influences customers purchasing decisions Get out marketing career research and questions Bellwork BINGO- 1 free space/1 word each box.
Customer Service Function Emotional buying motive
Service orientation Pre-sale activities Service policies Terms-of-sale policies Grades Warranty Product recall Corporate image Magnuson-Moss warranty of 1975 Clientele Touch points Product benefit product feature Values Brand cues Sales presentation
PolicyProcedure http://www.southwest.com The mission of Southwest Airlines is dedication to the highest quality of Customer Service delivered with a sense of warmth, friendliness, individual price, and Company Spirit. The company mission statement says a lot about the Southwest culture. As a result, after 30 years of passenger service, the airline is the fourth largest in the United States, flying more than 64 million passengers a year out of 59 airports.
The approach to business and customers is what makes Southwest a popular airlines with passengers. In 1988, 1992, 1993, 1994, 1995, and 1996, the airline won the coveted industry Triple CrownBest On-Time Record, Best Baggage Handling, and Fewest Customer Complaints. It was the first airline to accomplish this feat. They have since spearheaded other customer-focused initiatives by being the first airline to award frequent flyer points for number of trips flown with them instead of based on miles. Southwest also pioneered senior discounts, Fun Fares, Fun Packs, a same-day air freight delivery service,
ticketless travel, and many other unique programs. The airlines emphasis is not just on travel, but on making the journey fun. The result of doing business that is attuned to customer needs and preferences has been a growth to over 33,000 employees, 375 aircraft, and net income of over $240 million in 2002. That year was the 30th consecutive year that the company posted a profit in an industry where competitors have struggled and disappeared. 2/24/12
18. Culture- The set of shared attitudes, values, goals, and practices that characterizes an institution, organization, or group STUDY the steps of the sales process! Words due and Quiz Tuesday! BINGO- 1 free space, 1 word in each box.
Customer Marketing plan 4 Seg. Methods Marketing Segmentation Mass marketing Tactics Culture Pre-sale activities Service orientation
Target market Marketing Research Marketing Functions Selling Emotional buying motive CS Function Terms-of-sale policies Service policies Product Feature
Product Benefit 10/5/11 9. Selling- is planned, personalized communication designed to influence purchase decisions that ensure customer satisfaction. 10. Pre-sale activities- all of the effort needed to prepare to make a sale BEFORE the customer is acquired; such as obtain customer info, knowledge
of product and market. 2/28/12 Bellwork QUIZ today! Get out your words, make sure your name is on it, and STUDY! AMP Energy DRINK 12. List all the promotions you have ever seen for this product.
TGIF 9/16/11 14. Examples Bellwork 9/19/11 15. Market Share- the percentage of all sales within a market that is held by one brand/product or company. Bellwork 9/20/11
16. POLICY- proposed or adopted course or principle of action; Intended to influence & determine decisions & actions 17. PROCEDURE- An established or official way of doing something; A series of actions conducted in a certain order or manner Bellwork DUE & QUIZ Friday! Bellwork 9/22/11
18. Analysis- the process of summarizing, combining, or comparing information so that decisions can be made. Bellwork DUE & QUIZ TOMORROW! Bellwork 9/26/11 Start a new sheet today. Get out 1.03 notes. 9/30/11
4. Manufacturer -is a type of producer that changes the shapes or forms of materials so that they will be useful to consumers. 5. Retailer- is a business that buys consumer goods or services and sells them to the ultimate consumer. 10/3/11 6. Direct Distribution -is from the manufacturer directly to the consumer
without the use of a retailer 7. Indirect Distribution -uses intermediaries or middlemen like agents, wholesalers, or retailers. 10/11/11 13. Bait-and-Switch Advertising: Advertising one product (the "bait") at a very attractive price, then informing the customer that the advertised product is either unavailable or of poor quality, convincing the
customer to purchase a different, more expensive product. Get out 2.01 notes fill in the blank. 3/12/12 12. Margaret orders 2 pairs of shoes @ 75.00 each 1 t-shirt @ 30.00 each 2 pair of pants @ 25.00 each (BOGO off)
2 20 oz. Coca-Colas @ 1.29 each Subtotal- _______________ Tax amount (7.5%)- ____________ Shipping & Handling ______8.00_____ Margaret pays- _______________ 3/13/12
13. Clientele- a body of customers or patrons Make sure you have 2.01 2.08 2.09 study guides 3/14/12 TEST TODAY! STUDY GUIDES 2.01 2.08
2.09 Calculator? 3/15/12 BLOG about Word of Mouth Advertising TGIF 3/16/12
14. Referrals- Loyal customers provide salespeople with leads to new customers. 15. Ethics- the basic principles that govern behavior. 3/19/12 16. Institutional promotion- is designed to create a positive image and establish or maintain goodwill. 17. Product promotion: is designed to stimulate
sales of a business/organizations good/service. 4/2/12 18. Promotion- is a marketing function needed to communicate information about goods, services, images, and/or ideas to achieve a desired outcome. Bellwork QUIZ and words due Wednesday! 4/3/12
19. Product Placement- Product manufacturers pay millions of dollars for the right to use their brands as movie props 20. Telemarketing- Calling prospective customers on the phone as well as providing a number for people to call Bellwork QUIZ & Words DUE Tomorrow! BELLWORK BINGOquiz today!
Special Order Clientele Referrals Ethics Intuitional Promotion Product promotion Promotion Product placement Telemarketing
BELLWORK QUIZ! STUDY WORDS! Write your name 4/16/12 Find 4.01 & 4.02 study guide! TEST TOMORROW! 4/17/12 TEST TODAY! Objectives 4.01 &
4.02- Promotion! Look over study guides! TGIF 4/27/12 Start a new sheet for bellwork today! 1. Product Mix All the types of products a company makes or sells 2. Product Depth number of items offered within each product line
5/4/12 Get out slogan list. 5/7/12 12. trade character - personified symbol to represent brand name 13. co-branding. occurs when companies join forces to increase recognition, customer loyalty, and sales of both brands.
TGIF! 5/11/12 Get out slogan list. 5/15/12 18. DUMPING: foreign producers offer their products to domestic consumers at lower prices than the domestic producers can afford to sell at (below market pricing)
Bellwork quiz and words due-Thursday! 5/16/12 19. Channels of Distribution- move products from producers to consumers 20. Direct Distribution- straight from producer to consumer or industrial user, no middleman Bellwork QUIZ & Words DUE Tomorrow! What are the FUNCTIONS
of MARKETING? 5/17/12 MOCK EOC Today!--- bellwork later Paper, pencil, calculator. elements.schools.nc.gov/sampson/test POST-IT- 3 topics. You couldnt remember, didnt know, never heard of, need to study
QUIA- 3.03-3.05 Quiz, R-Riches Happy Halloween! 10/31/11 10. What are the product features? 11/1/11 11. Hidden Benefits- Advantages that cannot be
seen or understood without the assistance of a salesperson 12. Obvious/apparent benefits- Advantages that need little explanation by the salesperson. Get out 2.04-2.07 study guide. TEST TOMORROW! Get out 2.07 Feature Benefit Activity, 21 questions. 11/2/11 STUDY 2.04-2.07!
TEST TODAY! A+.. You can do it! After bellwork QUIZ Quia- MK 2.01-2.03 QUIZ! Complete 2.04 NOTES- Fill in the blank. PowerPoint is on my webpage- Product Mix.
Third party obj. method Suggestion selling Upselling method 11/14/11 No new words today! Objective 2.08 study guide 2.08 Practice quiz- Quia!
11/16/11 2. Special Order- The request of an item not normally in stock or carried at a store 3. 1 gallon of milk= $3.79, Sales tax= 7.5% Tax amount=______________
Total due= ________________ Customer pays= $5.00 Change due= ______________ 11/28/11 6. Kiosk- stand alone site, for exampleinteractive touch-screen Get out 3.01 Product- Service management NOTES. 12/5/11 12. brand strategies are actions that need to
be taken with an established brand to accomplish its goals. 13. family branding involves using the same brand for related products in a product line. 12/6/11 14. Brand licensing- allows one company to use another's brand name, logo, or character for a fee. 15. Touch points- opportunities business
have to connect with customers VISUAL ELEMENTS PRODUCT ELEMENTS SERVICE ELEMENTS 12/8/11 16. Valuesthings that are important to you, your company or product. 17. Brand cueselements that remind
customers of brands and their values 1/2/11 19. Institutional promotion- is designed to create a positive image and establish or maintain goodwill. 20. Product promotion: is designed to stimulate sales of a business/organization good/service. Bellwork words due and Quiz tomorrow!
Draw a picture of a recent outdoor advertisement you have seen. Transit Poster Specialty Advertising Sales Promotion--- short term incentive to stimulate sales.
Point-of-Purchase displays Contests Sweepstakes
Loyalty programs Coupons Rebates Premiums PPT- Title & 3 pictures of each
No new words today. Get out 3.05 Channels of Distribution notes! Study guide 3.02-3.05. Channels of Distribution for CONSUMER Goods 1 Direct 2 steps 3 Indirect
4 steps 4 3 Channels of Distribution for INDUSTRIAL Goods 1 Direct 2 3 Indirect
3 3 4 Flexible Pricing: every customer negotiates their own price (car dealerships mostly use flexible pricing) TGIF! 11/18/11 TEST TODAY!
STUDY 2.08-2.09 Sales Process? Selling policies: guidelines for selling. How will products be sold? Selling-activity policies: guidelines for sales people. What is required of the sales employees? What laws apply? Terms-of-sale policies: What conditions apply to
each type of sale? (Think airline tickets, e-Bay, close-outs) Service policies: guidelines for servicing customers. Find an Advertisement Brainstorm and make a list of types of research you could conduct to help market this product. Different types of research work better for different products.
How can you reach the target? ILLUSTRATE/DESCRIBE the Market Segment for each! FIND a picture example of each product below. Jeans/pants Car Beauty Product
Food Describe the target with pictures/words. Find at least 8 pictures that describe the segmentation methods. (2 pics for Geo, 2 pics for Psycho, 2 pics for Demo, 2 pics for Beh.)
www.quia.com/web Create new student account. Class code: HTMCXF469 TARGET MARKET The group of consumers that a company desires to have as customers. Target Market
Get out worksheet from yesterday. Obj. 1.04 Explain the concept of market identification. MARKET The group of potential consumers who share common needs and wants.
MASS Marketing A single marketing plan used to reach ALL consumers. MARKET SEGMENTATION Dividing the entire market into smaller groups (of people) who share similar characteristics. Demographic
Psychographic Geographic Behavioral DEMOGRAPHICS Segmenting the market based on personal characteristics such as age,
gender, income, ethnic background, education and occupation. Example: middle class, males, ages 20-40, who are construction workers. PSYCHOGRAPHICS Segmenting the market Interests, Habits, Activities, Lifestyles, Opinions, & Hobbies
Example: People interested in professional football. GEOGRAPHICS Segmenting a market based on where a person lives. By nations, states, regions, counties, cities, or neighborhoods. Example: A small local store will segment to the surrounding area like a town, while big companies like Nike market Internationally.
BEHAVIORAL Segmentation Dividing markets into groups based on what they are looking for in a product and why they buy the product. Product benefits, usage, loyalty, and occasions Example: Purchasing Nike shoes because Michael Jordan wears them.
52 year old woman Marathon runner Prefers caffeine free beverages NC Mountains Received a Masters Degree from NCSU Married with 2 kids Enjoys water sports
Demographic Psychographic Geographic Behavioral Notes Quiz take out 1 sheet of paper label it with your name, block, and Notes Quiz 1, and date Number 1 7 Give answers only
Turn paper over when you are finish and be quiet until everyone is done Notes Quiz 1. _____ is the group of all potential customers. 2. When a company uses 1 marketing plan to reach everyone, they use ______. 3. Which is larger a market or target market? 4. How many types of segmentation did we discuss? 5. If a company wants to target on people who live in
Clinton, what type of segmentation are they using? 6. When a company targets specifically males age 1418, which type of segmentation is being used? 7. A specific group of people a company desires as customers is called a what? 1.02 continued Employ marketing-information to develop a marketing plan. Mission Statement the guiding principle for all
business decisions and provides direction for planning. Goals/Objectives established on a yearly basis and support the mission statement. Goals must be measurable and have a deadline. http://www.missionstatements.com/fortune_500_miss ion_statements.html Strategies are then developed to accomplish goals and it reflects the method to achieve the
goal (what to do). Tactics are then developed to accomplish the strategies; it is the how things will be done, daily actions.
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