4.00Acquire a foundational knowledge of promotion to understand its nature and scope4.01A Explain the role of promotion as a marketing function

Define the term promotion Promotion is a marketing function

needed to communicate information about goods, services, images, and/or ideas to achieve a desired outcome.

It is the element of the marketing mix that encourages customers to buy or have certain views or opinions

Apple is promoting numerous types of applications that appeal to the teen market

For the under-20’s crowd, cool is all about the technology

Who uses promotion? Any organization that has something to

sell uses promotion at one time or another. Large and small businesses Government agencies Special interest groups Producers Intermediaries individuals

Who uses promotion? Businesses that sell

gaming systems, MP3 players, shoes, cars, and soft drinks rely heavily on promotion.

They develop creative promotions to reach a wide audience and sell their products

This results in the familiarity of the product.

What companies are these?

Characteristics of effective promotion Persuasive Relevant Appropriate Factual Repetitive Coordinated

Benefits of using promotion

Increased Sales: the most obvious way businesses benefit from promotion Promotion is used to spread the word

to customers and to convince them to buy

Strong position: used to position the company the way they want customers to see them

Increased customer loyalty: want customers to identify with images projected through promotion . AEO and Hollister project an image of

style and fashion.

Benefits of using promotion Increased product/company awareness: helps

customers learn that products exist and where they are available

Better informed, more satisfied customers: happens when businesses promote product benefits, features and prices

Increased employment opportunities: benefits the economy by providing job opportunities

Increased media support: helps to pay for mass media – TV, radio, newspapers, magazines, Internet, etc

Costs associated with the use of promotion Some are free or nearly free – issuing a

press release about a new or improved product

Advertising fees Costs for sales promotions Contests, salaries Considering the costs ahead of time helps

marketers to create reasonable promotional budgets

Types of promotional objectives Inform

Communicate important information about new or improved products

Persuade Competitive products Company image

Remind Established products Established companies

Relationship of promotion and marketing Promotion can be described as

marketing communication It sends a marketing message to a target

audience A business communicates a message to

the customer – inform customer about goods, services or ideas – persuade them to buy – customer gives feedback by buying or not buying

Promotion & CompetitionHow does Promotion affect Competition

A company introduces a product Other businesses wait to see how the

product does If the product does well, they will follow

them into the market with a similar product Competition through promotional activities

occur during the growth stage

The Promotional Mix Personal selling

Planned, personalized communication designed to satisfy a customer’s needs and wants

Used when things have to be explained in detail for large purchases or industry

For example: A car salesman

Public relations Activities used to build and maintain positive image

about a companyFor example: FBLA volunteers at Downtown Winterfest and it’s published in the school newspaper

The Promotional MixAdvertising

Any non-personal form of communication designed to inform, persuade, or remind.Usually shows the best images and messages

Materialism - Be the first to have it, stay ahead of others

Avoid stereotypingExample: A woman drinking a diet soda

Children - Communicate the right messageExample: Video games have age ratings

What’s in the promotional mix? Sales promotions

Communications or activities used to stimulate sales, create awareness of a new product

For example: Restaurants at the food court in the mall offers free samples

Promotion & TechnologyHow does Technology affect Promotion

Businesses can create messages that are specific to groups or individuals

Many different ways to communicate and customize messagesSocial MediaTextsEmailsPop-upsTags