Introduction to marketing
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Transcript of Introduction to marketing
THARAKA DIASDirector – My Media Network
MBA(USA), BBA(USA), Dip in Mgt, ACIM(UK), FAEA(Dip in AEA-UK),
FinstSMM(UK), CPM(Asia), MSLIM, PM(Sri-Lanka)
Firm benefits from the digital revolution include: New promotional medium. Access to richer research data. Enhanced employee and customer
communication. Ability to customize promotions.
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A human need - a feeling of felt deprivation.
A human want - the form that a human need takes as shaped by culture and individual personality.
Demands - human wants that are backed by buying power.
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ExperiencesExperiences PersonsPersons
ProductsAnything that can be Offered to a Market to Satisfy a Need or Want
ProductsAnything that can be Offered to a Market to Satisfy a Need or Want
PlacesPlaces
OrganizationsOrganizations IdeasIdeasActivitiesActivities
ServicesActivity or Benefit Offered for Sale That is Essentially
Intangible and Doesn’t Result in the Ownership of Anything
ServicesActivity or Benefit Offered for Sale That is Essentially
Intangible and Doesn’t Result in the Ownership of Anything
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Production ConceptProduction Concept
Product ConceptProduct Concept
Selling ConceptSelling Concept
Marketing ConceptMarketing Concept
Societal Marketing ConceptSocietal Marketing Concept
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Production Concept
Product Concept
Selling Concept
Marketing Concept
Societal Marketing Concept
•Consumers favor products that are available and highly affordable.Improve production and distribution.
•Consumers favor products that offer the most quality, performance, and innovative features.
•Consumers will buy products only if the company promotes/ sells these products.
•Focuses on needs/ wants of target markets & delivering satisfaction better than competitors.
•Focuses on needs/ wants of target markets & delivering superior value to the society.AOT - www.tharakadias.com
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Identifying a needMatching resources against that
needBuilding relationships to deliver
servicesDelivering services based on need in
a cost effective way
Sound familiar?10AOT - www.tharakadias.com
How will people benefit from what you are offering?
Insurance doesn’t sell the covering amount, they sell the benefit of security.
“Volunteering will bring you into contact with other people, which means that you will build a bigger circle of friends”
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Top management leadership
A customer focus
Competitor intelligence
Inter functional coordination
Customer relationships
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Attention = Key point Information = FeaturesDesire = benefitsConviction = Evidence, case
studiesAction = Response mechanism
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Increase marketing efficiency by focusing marketing efforts to a particular group
Maximize scarce marketing resources
Find a market with limited competition
Select the most profitable segment
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Industry(a collection
of sellers)
Market(a collection
of Buyers)
Goods/services
Money
Communication
Information16AOT - www.tharakadias.com
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Total
Satisfa
ction
Total Satisfaction
Possession utility
Place utility
Time utility
Form utility
Oriental rug
Availability on time
Delivered to your home
Pay with your VISA card 18AOT - www.tharakadias.com
The name of a strategy
that entails forging long-term
partnerships with customers,
both individuals and firms.x
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Presentability/appearanceOutgoing personalityExcellent interpersonal skillsAssertive
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Develop positive relationshipOpportunity for future contactCreate a sense of obligationControl agendaPromoting product appears
secondary in many interactions
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Value creation
► Accurately knowing what customers value
► Producing to incorporate such values
Communicate the value
► Inform, convince, remind, motivate
► Servicing the customers
► Physical delivery
► Servicing the customers
► Physical delivery
Deliver the value
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