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    Explanation:: Question: Discuss Relationship Between Marketing A Product and Selling It? Answer

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    Muhammad Rizwan Yaseen
    Muhammad Rizwan Yaseen. emailid:[email protected],[email protected] skyid:rizwanyaseen376 There is an integral and supportive relationship between market a product and selling it because conventional perception of sells was to sell and it emphasis the advantage in the form of money by increasing sales volume whether marketing tells us the final advantage which is not only money ,it may be in the form of customer satisfaction which leads our brand position in the customer mind.i.e Marketing is around Customer value and Sale is a supportive or sub action to market a product.

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    Explanation:: Question: Discuss Relationship Between Marketing A Product and Selling It? Answer

    Uploaded by

    Muhammad Rizwan Yaseen
    64 views9 pages
    Muhammad Rizwan Yaseen. emailid:[email protected],[email protected] skyid:rizwanyaseen376 There is an integral and supportive relationship between market a product and selling it because conventional perception of sells was to sell and it emphasis the advantage in the form of money by increasing sales volume whether marketing tells us the final advantage which is not only money ,it may be in the form of customer satisfaction which leads our brand position in the customer mind.i.e Marketing is around Customer value and Sale is a supportive or sub action to market a product.

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    Marketing and Sells a Product

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    Muhammad Rizwan Yaseen. emailid:[email protected],[email protected] skyid:rizwanyaseen376 There is an integral and supportive relationship between market a product and selling it because conventional perception of sells was to sell and it emphasis the advantage in the form of money by increasing sales volume whether marketing tells us the final advantage which is not only money ,it may be in the form of customer satisfaction which leads our brand position in the customer mind.i.e Marketing is around Customer value and Sale is a supportive or sub action to market a product.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    64 views9 pages

    Explanation:: Question: Discuss Relationship Between Marketing A Product and Selling It? Answer

    Uploaded by

    Muhammad Rizwan Yaseen
    Muhammad Rizwan Yaseen. emailid:[email protected],[email protected] skyid:rizwanyaseen376 There is an integral and supportive relationship between market a product and selling it because conventional perception of sells was to sell and it emphasis the advantage in the form of money by increasing sales volume whether marketing tells us the final advantage which is not only money ,it may be in the form of customer satisfaction which leads our brand position in the customer mind.i.e Marketing is around Customer value and Sale is a supportive or sub action to market a product.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 9

    Muhammad Rizwan Yaseen

    Senior Product Marketing Engineer

    Question: Discuss Relationship between Marketing a product and selling it?


    Answer:
    There is an integral and supportive relationship between market a product and selling it because
    conventional perception of sells was to sell and it emphasis the advantage in the form of money by
    increasing sales volume whether marketing tells us the final advantage which is not only money ,it may
    be in the form of customer satisfaction which leads our brand position in the customer mind.i.e
    Marketing is around Customer value and Sale is a supportive or sub action to market a product.

    Explanation:
    For example: Slogans for same product with different approach.

    Relationship between Sales concept and marketing concept

    Muhammad Rizwan Yaseen

    Senior Product Marketing Engineer

    4- levels of the marketing and sales relationship by Kotler


    1. Undefined relationship.
    It exists between marketing and sales, that is characterized by totally independent working groups
    where no information is shared and all planning is done without the involvement of the other function.
    No collaboration takes place at this level and interaction only occurs when conflicts need to be solved
    2. Defined relationship.
    where structure and processes are clearly set and formalized with specific guidelines and rules .With this
    higher degree of formalization, the level of interaction between the groups starts to increase and
    business activities are jointly executed
    3. Aligned relationship.
    Interaction with regards to planning and training becomes part of the relationship, as well as the
    frequent consultation between marketers and sales people on important topics. Barriers still exist, but
    these are to some extent flexible
    4. Integrated relationship.
    marketing and sales must share processes, systems and metrics. There is a real sense of teamwork in
    place as well as strategic forward thinking

    The Buying Funnel by Philip Kotler

    Muhammad Rizwan Yaseen

    Senior Product Marketing Engineer

    Marketing should take responsibility for the first four steps of the typical buying funnel. customer
    awareness, brand awareness, brand consideration, and brand preference. Marketing builds brand
    preference, creates a marketing plan, and generates leads for sales before handing off execution and
    follow-up tasks to Sales Marketing focused on strategic activities and prevents the group from intruding
    in individual sales opportunities. The sales group is responsible for the last four steps of the funnel
    purchase intention, purchase, customer loyalty, and customer advocacy.Sales usually develops its own
    funnel for the selling tasks that happen during the first two steps. (These include prospecting, defining
    needs, preparing and presenting proposals, negotiating contracts, and implementing the sale.) Apart
    from some lead generation in the prospecting stage
    Split Marketing into two groups.
    Theres a strong case for splitting Marketing into upstream (strategic) and downstream (tactical) groups.
    Downstream marketers develop advertising and promotion campaigns, collateral material, case
    histories, and sales tools. They help salespeople develop and qualify leads. The downstream team uses
    market research and feedback from the sales reps to help sell existing products in new market
    segments, to create new messages, and to design better sales tools. Upstream marketers engage in
    customer sensing. That is, they monitor the voice of the customer and develop a long view of the
    companys business opportunities and threats.
    The upstream team shares its insights with senior managers and product developers and it participates
    in product development.

    Conceptual Model of Marketing & Sells Interfaces

    Muhammad Rizwan Yaseen

    Senior Product Marketing Engineer

    5 conceptual domains.
    Each domaincontains one or more conceptual dimensions. The conceptual domains are not constructs
    of a higher order but merely conceptual categories, or conceptual containers, of similar constructs. It
    emphasize that the order of the domains does not suggest a hierarchical structure, especially not in the
    strong sense that one domain is a functional prerequisite of another.
    1.
    2.
    3.
    4.
    5.

    information sharing.
    Structural linkages
    Power
    Orientations
    Knowledge

    Area Identification of Marketing and Sales Integration for a product

    Muhammad Rizwan Yaseen

    Senior Product Marketing Engineer

    Above Figure illustrates the need for interaction between sales and marketing. The activities in the
    circle on the left are primarily undertaken by the marketing function with input from sales, and the
    activities in the circle on the right are primarily undertaken by the sales function with input from
    marketing. The activities in the intersection of the two circles can be performed effectively only through
    a coordinated effort between sales and marketing. Thus, all of the activities shown in above figure
    require some level of interaction between sales and marketing.
    This model helps to mind-set coordination between employees of both departments in the following
    areas. Customer versus product, Personal relationships versus analysis, Continuous daily activity versus,
    sporadic projects, Field versus office, Results versus process, Short-term versus long-term orientation

    A Framework for SalesMarketing Integration

    Muhammad Rizwan Yaseen

    Senior Product Marketing Engineer

    4 types of mechanisms for improving salesmarketing integration


    (1) structure (2) process/systems, (3) culture, and (4) people.

    Structure:

    Some structural approaches for improving salesmarketing integration are (1) decentralization, (2),
    cross-functional teams, and (3) integrators.

    Process/System

    Some process and system approaches for improving salesmarketing integration are
    (1) communications, (2) job rotation, (3) integrated goals, and (4) incentives or reward and recognition
    systems

    Organizational Culture

    Organizational cultures with norms of sharing and adapting positively affect the degree of sales
    marketing integration.

    People

    promote people in sales and marketing who are open-minded, team players.who feel that working
    together with other functional areas enhances their personal performance as well as the performance of
    their functional area and firm.
    Effects of Moderating Variables
    We consider four categories of moderators: (1) environment, (2) customers,(3) competitors, and
    (4)company.
    Company
    The higher a firms reliance on a new products/services strategy, the stronger the positive effect of
    salesmarketing integration on business performance.

    Muhammad Rizwan Yaseen

    Senior Product Marketing Engineer

    Marketing and Sales as part of the Value Chain by Kotler and Keller
    5 key processes value chain in which companies have to be excellent in order to outperform their
    competitors. Out of these five key processes there are four which are directly or indirectly linked to the
    marketing and sales relationship.
    o

    market sensing process

    which includes all activities related to information


    management, communicating new insights throughout the company and to all relevant parts of the
    chain which have to act accordingly
    o

    new offering realization process

    Which consists of market research, development and realizing new products.R&D belongs to the
    support activities of the chain where, for example, research has shown that R&D sales cooperation as
    well as salesmarketing cooperation during the concept development stage has an overall positive
    influence on new product development.
    o

    customer acquisition process and the customer relationship management process

    which are both related to targeting and understanding of customer needs.


    o

    fulfillment management process

    which is not referring to the marketing and sales relationship but to the order fulfillment and supply
    chain management process and therefore belongs to the primary activities.

    Muhammad Rizwan Yaseen

    Senior Product Marketing Engineer

    Contents of a Marketing Plan by Kotler, Philip. A Framework for Marketing


    Management
    Executive summary and table of contents

    Current marketing situation (3Cs)

    Opportunity and issue analysis (3Cs)

    Objectives

    Marketing strategy (4Ps)

    Action programs (4Ps)

    Financial projections
    Controls

    Includes a brief overview of the proposed plan


    including goals and recommendations and a table
    of contents
    Presents background data on sales, costs, profits,
    competitors, distribution, and the macroenvironment
    Describes the main opportunities/threats,
    strengths/weaknesses identified through SWOT
    analysis
    Defines the plans financial and marketing
    objectives in terms of sales volume, market share
    and profit
    Presents the broad marketing approach that will
    be used to accomplish the plans objectives such
    as market segments, value proposition and
    marketing mix
    Presents the specific marketing programs designed
    to achieve the business objectives. Include
    coordinating resources and activities with other
    departments (e.g., production, finance,
    purchasing, etc.)
    Includes budgets and plans forecasted sales
    volumes, costs, and profits
    Proposes controls to assess results after
    implementation, identify problems and initiate
    corrective actions

    The Marketing Plan In order to achieve its goals, each product and/or brand within a SBU must develop
    a detailed marketing plan. The marketing plan integrates the 3Cs (Customer Analysis, Competitor
    Analysis and Company Analysis) and the 4Ps (Product, Price, Placement/Distribution and Promotion)
    and constitutes the central instrument for directing and coordinating the marketing

    Muhammad Rizwan Yaseen

    Key Business Process Phases and Roles B2B

    Senior Product Marketing Engineer

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