Promotion II

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What We Will Discuss Today

Communication

Promotion

Setting the promotion budget and mix

Advertising

Sales Promotion

Public Relations

What is the Purpose of

Communication?

Steps in Developing

Effective Communication

Identify the

Target

Audience

Determine the

Response

Sought

Choose the

Message

Choose the

Media

Collect

Feedback

Select the

Message

Source

Factors in Setting the

Promotion Mix

Type of product/market

Push versus Pull Strategy

Buyer Readiness Stage

Advertising Objectives

Inform

Persuade

Remind

Creating the Advertising

Message

Message generation

Message evaluation and selection

Message Execution

Selecting Advertising Media

Reach, Frequency and Impact

Media Types

Media Vehicles

Media Timing

Advertising Evaluation

Evaluating communication effects

Pretests

Post-tests

Evaluating sales effects

Goals of Promotions

Informative

Provide information on product characteristics

Remind consumers of product at the time of purchase

Incentive

Price discrimination

Consumption increase

Inventory transfer

Building loyalty

Public Relations Tools

Press relations

Corporate communications

Lobbying

Counseling

What We Discussed Today

Communication and Promotion

Setting the promotion budget and mix

Advertising

Sales Promotion

Public Relations

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