Marketing Management - Managing Personal Communication

Oct 5, 20172 likes341 views

Agus Sutiono Pamuji

Marketing Management - Kotler Chapter 19 - Managing Personal Communication Winning Our Customer with Marketing

www.agussp.com
1. Understand the way to create direct marketing to
reach customers
2. Build interactive marketing plan, understand the
customer. Make us of the technology
3. Understand the nature of social life and its power for
marketing
4. Create a marketing team: design, make it efficient,
and execute
5. Manage and develop to build a great solid marketing
team
Outline:
A Winning Plan for Personal Marketing
Needs Solid Steps …

www.agussp.com
1. How can companies conduct direct marketing for competitive advantage?
Reaching Customer Directly
How?
• Direct mail
• Catalogs
• Telemarketing
• Newspaper and magazine
• Online adverts and other internet
channel !!

www.agussp.com
2a. How can companies carry out effective interactive marketing?
Understanding the Battle Field
• Monetize the
spending
• Explore the benefit of
technology
• No Hard-sell (causing
irritation, unfairness,
deception/fraud,
invasion of privacy)
• Interactive Marketing

www.agussp.com
2b. How can companies carry out effective interactive marketing?
Make Use of the Online World
• Online promotional opportunity
• Plan, design, personalize, give the
freedom, hook the customer
• Mobile marketing. The world is on the
hand

www.agussp.com
3. How does word of mouth affect marketing success?
Understanding the Social Network
• Earned media vs paid media
• World of mouth vs world of finger
• Social media
• Creating a viral opportunity

www.agussp.com
4. What decisions do companies face in designing and managing a sales force?
Creating a Great Team
• Set the Objectives
• Create a Strategy
• Design the team Structure
• Team Size, just right
• Set a Balanced Compensation Scheme

www.agussp.com
4. What decisions do companies face in designing and managing a sales force?
Assigning the Tasks
• Prospecting
• Targeting
• Communicating
• Selling
• Servicing
• Information gathering
• Allocating

www.agussp.com
5. How can salespeople improve selling, negotiating, and relationship marketing skills?
Developing the Team
• Recruiting
• Selecting
• Training
• Supervising
• Motivating
• Evaluating

www.agussp.com
Amdocs Marketing Plan
Aligning Market Insight and Strategy
• Market Trend in 2017 : The New
Communication Landscape
• A Whole New Ball Game : OTT, New
Market Partnerships, Ecosystems &
Innovation
• Teens of Today : A Message From
Our Future Customers

www.agussp.com
1. Understand the way to create direct marketing to
reach customers (How to create for a competitive
advantage?)
2. Build interactive marketing plan, understand the
customer. Make us of the technology (How to carry
out?)
3. Understand the nature of social life and its power for
marketing (What is the power of word of mouth?)
4. Create a marketing team: design, make it efficient,
and execute (How to create a great team?)
5. Manage and develop to build a great solid marketing
team (How to make the team grow?)
Summary :
The Way to Win Our Customer with
Personal Marketing is …

www.agussp.com
13
Winning Our Customer with
Marketing
Agus Sutiono Pamuji
Ateneo Graduate School of Business
October 2017
Managing Personal Communication

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Marketing Management - Managing Personal Communication

1. www.agussp.com 1 Winning Our Customer with Marketing Agus Sutiono Pamuji Ateneo Graduate School of Business October 2017 Managing Personal Communication

2. www.agussp.com 1. Understand the way to create direct marketing to reach customers 2. Build interactive marketing plan, understand the customer. Make us of the technology 3. Understand the nature of social life and its power for marketing 4. Create a marketing team: design, make it efficient, and execute 5. Manage and develop to build a great solid marketing team Outline: A Winning Plan for Personal Marketing Needs Solid Steps …

3. www.agussp.com 1. How can companies conduct direct marketing for competitive advantage? Reaching Customer Directly How? • Direct mail • Catalogs • Telemarketing • Newspaper and magazine • Online adverts and other internet channel !!

4. www.agussp.com 2a. How can companies carry out effective interactive marketing? Understanding the Battle Field • Monetize the spending • Explore the benefit of technology • No Hard-sell (causing irritation, unfairness, deception/fraud, invasion of privacy) • Interactive Marketing

5. www.agussp.com 2b. How can companies carry out effective interactive marketing? Make Use of the Online World • Online promotional opportunity • Plan, design, personalize, give the freedom, hook the customer • Mobile marketing. The world is on the hand

6. www.agussp.com 3. How does word of mouth affect marketing success? Understanding the Social Network • Earned media vs paid media • World of mouth vs world of finger • Social media • Creating a viral opportunity

7. www.agussp.com 4. What decisions do companies face in designing and managing a sales force? Creating a Great Team • Set the Objectives • Create a Strategy • Design the team Structure • Team Size, just right • Set a Balanced Compensation Scheme

8. www.agussp.com 4. What decisions do companies face in designing and managing a sales force? Assigning the Tasks • Prospecting • Targeting • Communicating • Selling • Servicing • Information gathering • Allocating

9. www.agussp.com 5. How can salespeople improve selling, negotiating, and relationship marketing skills? Developing the Team • Recruiting • Selecting • Training • Supervising • Motivating • Evaluating

10. www.agussp.com Dancing Flight Attendance Cebu Pacific Marketing Went Viral 11 million views !! Promoting the brand …and now passengers pay more attention to safety features demo….

11. www.agussp.com Amdocs Marketing Plan Aligning Market Insight and Strategy • Market Trend in 2017 : The New Communication Landscape • A Whole New Ball Game : OTT, New Market Partnerships, Ecosystems & Innovation • Teens of Today : A Message From Our Future Customers

12. www.agussp.com 1. Understand the way to create direct marketing to reach customers (How to create for a competitive advantage?) 2. Build interactive marketing plan, understand the customer. Make us of the technology (How to carry out?) 3. Understand the nature of social life and its power for marketing (What is the power of word of mouth?) 4. Create a marketing team: design, make it efficient, and execute (How to create a great team?) 5. Manage and develop to build a great solid marketing team (How to make the team grow?) Summary : The Way to Win Our Customer with Personal Marketing is …

13. www.agussp.com 13 Winning Our Customer with Marketing Agus Sutiono Pamuji Ateneo Graduate School of Business October 2017 Managing Personal Communication

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Marketing Management - Managing Personal Communication

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