MARKETING: SALES AND DISTRIBUTION MANAGEMENT

Jun 21st, 2015
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Selling as a part of marketing; Sales management process; Role of sales manager; Concept of personal selling; Sales management and salesmanship; Theories of personal selling; Process of personal selling, Qualities of a successful Salesman.

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Marketing: studies of a market (profit or non-profit)Market: exchage between two partnersSellers market and buyers marketOn the sellers market (monoplio), product focus market (focus oncompany)-> generate volumeOn the buyers market, focus on market and competition. Ve primeiro anecessidade do cliente para criar um produto que se diferencie daconcorrncia. Customers want different things. How to deliver value?First: pick and choose costumers (segmentation) and say no to some ofthem. Profitability comes from creating value (give them exactly whatthey want and that theyre willing to pay for) not from volume. Buildingcostumer loyalty (costumer share rather than market share). Moredifficult and more expensive to accquire new costumers, but once wedo, it is a sum cost (cheaper to retain those customers over time).IMPORTANT: HAVE A LOT OF CUSTOMER DATA AND KNOW HOWTO USE THAT DATA TO DELIVER BETTER VALUE.Cross selling: produtos complementares (increase customer share)Because of globalization, internet, bla bla bla, is not a one to oneconversation anymore. Those are simplified models. (customers cantalk to other customers). Not deliver only value, but a top notchcustomer experience.Focus on the entire focus experience (transparent, authentic).Because of a tight economic environment, you really need to reducecost.Name: ENVIRONMENTAL MANAGEMENTDescription:Our global environmental strategy is guided by our Environmental Sustainability Leaders

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