How to build a Marketing Plan: 
00  
01   02   03   04   05   06   07   08    09   10   11  12     13     14   15


13 - More on selling, prospecting,
       promoting policies

1) Selling / advertising priorities

Focus efforts on emerging products

(growing marginal returns vs. diminishing returns on old products)

2) Selling / promotion arguments

 Identify the general argumentation for the products / services / 

segments (by comparing with buying motivations),

 Use them to prepare advertising, promotion, selling arguments.

3) Finding prospects (market conquest)

For professional or durable products / services, the sales force is not keen
on canvassing outside their usual customers. The solution is to:

 Organize a total co-operation between marketing and selling
      teams so as to:

*** Use (interactive) direct marketing fully,

*** Build a network of outside partners for
       cross-recommendations.

*** Get precise data and criteria to prepare an adequate
      prospecting plan

>The seller's role is to finalize the sale

separ

  Marketing section table of contents: 00
Description slices
:   01   02   03   04   05   06   07   08   09   10   11   12   13   14   15
See also my Management / Marketing articles in English migrated from Google Knol
  Other resources (external links):  MarketingPower  /  QuickMba

This page last update: 08/04/13     Disclaimer /Avertissement légal