SENECA COLLEGE, TORONTO
http://highered.mcgraw-hill.com/sites/0070887292/
MRK 106,MARKETING 
SECTION  D
As Taught by Prof. Tim Richardson School of Marketing and e-Business, Faculty of Business, During the Sept - Dec  2002 term
.last updated 2002 Nov 15
.
Chapter 14
Promotion
If you want to download Chpt 14 to view it and print it out yourself, go here
 http://people.senecac.on.ca/tim.richardson/MRK106/chpt14~9thedition.ppt
Chpt 14 Powerpoint from the textbook publisher
 http://www.mcgrawhill.ca/college/shapiro/olc/olc/
graphics/shapiro9bm_s/ch14/slideshows/sld001.htm

 
You should take advantage of the on-line quiz for Chapter 14. It is a good way to see if you covered all the important material. click to go to on-line quiz
Chapter 14 Quiz On-line
 
Chapter 14  PROMOTION

There is a lot of "stuff" in Chpt 14 so make sure you read all of the Chapter and check out the Powerpoint slides

1. Personal Selling
2. Mass Selling - Advertising 
3. Publicity
4. Sales Promotion
 
 

Page 369 Sales Managers
Advertising Managers
Sales Promotion Managers
Marketing Manager
The Basic Promotion Objectives, page 370
1. Informing
2. Persuading 
3. Reminding

The relationship between advertising used and the stages of the Product Life Cycle

AIDA - Attention Interest Desire Action, page 372

Encoding, Decoding the advertiser's message, page 373

Pushing and Pulling through the channel, page 379
 
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Chapter 15  PROMOTION - Personal Selling
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If you want to download Chpt 15 to view it and print it out yourself, go here
 http://people.senecac.on.ca/tim.richardson/MRK106/chpt15~9thedition.ppt
If you want to view it online, go here
http://people.senecac.on.ca/tim.richardson/MRK106/Chpt15/sld001.htm
Chpt 15 Powerpoint from the textbook publisher
 http://www.mcgrawhill.ca/college/shapiro/olc/olc/
graphics/shapiro9bm_s/ch15/slideshows/sld001.htm
.
3 Basic Sales Tasks
  • order getting
  • order takings
  • supporting
 The 7 Steps in the Selling process
  1. Prospecting
  2. Preapproach
  3. Approach
  4. Presentation
  5. Dealing with Objections
  6. Closing the Sale
  7. Follow-up

here is a powerpoint presentation on personal selling from
Dr. Bruner at Southern Illinois University
 http://www.siu.edu/departments/coba/mktg/
courses/mktg363/Personal_Selling/sld001.htm
http://www.siu.edu/departments/coba/mktg/courses/mktg363/Personal_Selling/sld001.htm
 
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Chapter 16		  continued with the diagrams and handouts for "mapping" the chapter"
 
 
If you want to download Chpt 16 to view it and print it out yourself, go here
 http://people.senecac.on.ca/tim.richardson/MRK106/chpt16.ppt
If you want to view it online, go here
http://people.senecac.on.ca/tim.richardson/MRK106/Chpt16/sld001.htm
Chpt 16 Powerpoint from the textbook publisher
 http://www.mcgrawhill.ca/college/shapiro/olc/olc/
graphics/shapiro9bm_s/ch15/slideshows/sld001.htm
.
You should take advantage of the on-line quiz for each chapter. It is a good way to see if you covered all the important material. click to go to on-line quiz
Chapter 16 Quiz On-line
 

 
 
 
QUIZ 4
Nov 28		 QUIZ 4 -  multiple choice Chapter 14,15, and 16 
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Some of the links in the above classes come from the following
Prof. Sinha's web site at Temple University
Prof. Melissa Johnson's web site at Louisiana State University
Prof. Jim Painter, University of Illinois at Urbana-Champaign
Prof. Tucker Syracuse University, School of Management