Marketing plans and terms. Lance lawson
Section 1 of 7 03/30/96 22:20:0
I. Executive Summary
A. Marketing Plan Overview
1. Key Points of Marketing Plan
The Executive Summary is written after the rest of the marketing plan has been
completed. It appears first in the marketing plan, and serves as a summary
for top-level management. The summary should present an overview of the main
points and highlights of the plan and should be no longer than two pages.
Section 2 of 7 03/30/96 22:21:29
II. Situation Analysis
A. Business and Product/Service Description
1. Describe the Industry
Situation Analysis is the first component of the marketing planning
process. It involves marketing research, and the examination and analysis
of all internal and external factors influencing or possibly influencing
the success of the product/service and/or organization. This examination
includes looking at what the business is all about and how well it and the
product/service are doing, with whom and in relation to the competition.
The major outcomes of situation analysis which are recorded in a marketing
plan are (1) descriptions of the most significant trends, issues, and
influences in the market, macro, and organizational environments, (2) a
listing of threats and opportunities which exist in the environments
external to the organization, (3) a listing of the strengths and weaknesses
which exist inside the organization, and (4) explanations of the key
assumptions that are being made about the future direction and magnitude of
the threats, opportunities, strengths, and weaknesses. All of this
information is essential to strategic and tactical marketing planning.
Section 3 of 7 03/30/96 22:21:47
III. Marketing Plan Objectives
A. Organizational Mission and Goals/Objectives
1. Specify the Organizational Mission and Objectives
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In the second phase of marketing planning, marketers use the results of
Situation Analysis, as well as knowledge of organizational goals and
culture, to formulate a strategic plan for the product/service. First,
specific goals (marketing objectives) are set. These objectives ideally
address sales dollars, units sold (or utilization), market share in dollars
and units, and profitability. All good objectives are realistic, specific
and measurable within a specified time frame.
Section 4 of 7 03/30/96 22:22:11
IV. Market Selection: Target Markets
A. Strategy - Product Positioning
1. Specify Product Position for Marketing Objective
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After marketing objectives have been formulated, marketers develop ideas about
how to reach these objectives and select the best ideas as the strategies
that they will record in their plan. The first level of strategies describe
how one intends to position the product/service in fact (product positioning,
i.e. the targeted market segments and the share/volume goal per segment) and
in perception (perceptual positioning, i.e. how the product/service should be
perceived by the targeted segments).
Section 5 of 7 03/30/96 22:22:2
V. Marketing Strategy & Marketing Mix
A. Strategy - Product/Service
1. Determine Current Product Fit Per Segment
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Following the determination of product and perceptual positions, the next
level of strategy addresses, in general terms, what must be done with each
element of the marketing mix in order to achieve these positions. As you will
recall, the marketing mix includes variables of product, price, promotion and
place (distribution). Each variable should contribute to the perceptual
position(s), or image(s), you are trying to create with your targeted market
segment(s).
Section 6 of 7 03/30/96 22:22:42
VI. Action Program
A. Product
1. Write Tactical Product Objective
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The third phase of marketing planning is the development of action
programs, or tactical plans, to implement the strategic plan. All four
elements of the marketing mix are addressed and manipulated to appeal to
the targeted market segment(s). For example, if a "quality" image is
desired, the characteristics of the product/service, where and how it is
distributed, where and how it is promoted, and how it is priced should all
communicate "quality" to the targeted customer. Tactical plans document
specifically how strategies will be implemented, in other words, the
operational who, what, where, when and how.
Section 7 of 7 03/30/96 22:23:00
VII. Budget, Control and Accountability
A. Operational Budgets
1. Prepare an Operational Budget
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In the last phase of marketing planning, marketers detail how they propose
to control the implementation of the plan. An adequate control system (1)
detects when and where there are deviations from the planned results, (2)
measures the extent of deviation so that priority can be given to the worst
shortcomings, and (3) permits the cause of the deviation to be recognized.
Thus, standards, or yardsticks are determined that show what should happen
when the plan is being achieved. Information collection, or monitoring
systems are developed so that significant feedback is received is a timely
manner. Marketers must constantly make decisions about the details of
programs and perhaps revise original plans or ideas during implementation.
And because marketing management is a continuous cyclical process, data
collected under the "control activity" feeds back to be analyzed for future
planning and yearly updates of existing plans.
1. Summarize and highlight the key points of the marketing plan.
2. Summarize the relationship between the organization's mission
and the objectives and strategies of the marketing plan.
Updated 03/30/96 22:29:05 ( Created 03/30/96 22:29:05 )
Section 2, Heading 1, Question 1
1. Briefly describe the basic industry within which the
organization exists. The U.S. Industrial Outlook, published
by the U.S. Department of Commerce, will provide you with
sufficient information to describe the industry by Division,
Major Group, Industry Group, and Industry. In addition, it
will provide you with excellent product/service forecast
information for the coming year.
Updated 03/30/96 22:29:36 ( Created 03/30/96 22:29:36 )
Section 2, Heading 1, Question 2
2. Briefly describe the business of the organization and
how it fits within the industry.
Updated 03/30/96 22:29:59 ( Created 03/30/96 22:29:59 )
Section 2, Heading 1, Question 3
3. Briefly describe the product or service that will be
addressed in this marketing plan and explain how it fits
within the business of the organization.
Section 2, Heading 2, Question 1
1. What is the market potential for this type of product/service
in terms of sales dollars and volume of units/utilization?
Section 2, Heading 2, Question 2
2. How big is the current actual market for this type of
product/service in terms of sales dollars and volume of
units/utilization?
Section 2, Heading 2, Question 3
3. Describe the demand for this type of product/service. Has
the demand been increasing or decreasing over the past few
years? Do you think this trend will continue? How much do you
believe the actual market will grow over the next year? Why?
Section 2, Heading 2, Question 4
4. What are the major customer segments that compose the actual
market?
Section 2, Heading 2, Question 5
5. What market segments are currently served with this
particular product/service? List each segment and describe it
by size, geography, psychographics, and demographics.
Section 2, Heading 2, Question 6
6. With regard to the product/service and market segments
currently served, who are the immediate competitors? Specify
the organizations and their corresponding product(s)/
service(s).
Section 2, Heading 2, Question 7
7. Describe why the members of each segment choose to buy or use
this particular product/service vs competitive
products/services. What unique benefits are offered? Is
this product/service superior in quality, cheaper, more
convenient, more easily purchased, better serviced,
associated with a better company image, etc.? Or is it
simply that this organization reaches these customers with
their message and the competition doesn't?
Section 2, Heading 2, Question 8
8. How often do the members of each segment use this
product/service? How much do they use when they use it? Are
they using as much as often as they could? How does this
usage compare with usage of competitive products/services?
Section 2, Heading 2, Question 9
9. How does this organization compare with its competitors in
terms of size (overall and related to this product/service
dollar/unit volume and manpower), growth, profits, market
share, etc.?
Section 2, Heading 2, Question 10
10. How does this organization compare with its competitors in
terms of resources (manpower and nonmanpower) available to
enhance/replace the product/service (R & D), cut prices,
launch an advertising blitz, increase the sales force in size
or effectiveness, etc. (Think of any factor that would
significantly alter the current picture of the market place.)
Also - how likely is it that this organization or its
competitors would make a major move, given the resources?
Section 2, Heading 2, Question 11
11. Could this particular product/service (as is or modified)
solve problems or create opportunities for any currently
untargeted market segments better than the competition?
Could it solve problems/create opportunities for segments not
yet served by anyone? Are these segments substantial and
accessible enough to deserve attention?
Section 2, Heading 2, Question 12
12. Who would the competitors be in currently untargeted, yet
attractive market segments? Does the organization have the
resources necessary to compete effectively with them?
Section 2, Heading 3, Question 1
1. What's happening in the economy that could affect this
product/service during the coming year? (Think about
inflation, energy, unemployment, materials availability,
strength of the dollar, etc. and how they impact on
operations, targeted market segments, and the demand for this
product/service.)
Section 2, Heading 3, Question 2
2. How could issues and trends in the social/cultural climate
affect this product/service during the next year? (Consider
education, immigration, emigration, population distribution,
religion, etc.)
Section 2, Heading 3, Question 3
3. What are the issues and trends in the political/legal
environment that are significant to operations, targeted
market segments, and the demand for this product/service? You
should examine taxation, duty increases/decreases, union
legislation, nationalization, and regulatory constraints
(i.e. product quality, labeling, packaging, advertising,
pricing, trade practices, etc.)
Section 2, Heading 3, Question 4
4. Are there any technological breakthroughs in related
businesses, suppliers or businesses with auxiliary products
expected in the coming year? How could such breakthroughs
affect operations, targeted market segments and/or the demand
for this product/service?
Section 2, Heading 4, Question 1
1. What is this organization's capabilities related to research
and development, manufacturing, sales and promotion,
financial management, distribution, etc.? Think about
manpower, technical and monetary resources. Consider the
speed with which things can happen as well as the quality of
the resources. How responsive can this organization be?
Section 2, Heading 4, Question 2
2. Historically, how supportive has the organization been
concerning this product/service? How likely is it now to
risk resources or make changes when they are indicated?
Section 2, Heading 5, Question 1
1. When answering questions about the Market, Macro and
Organizational Environments, did you lack any important
information? Write itemized, concise descriptions of the
information you recommend collecting below.
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Section 2, Heading 5, Question 2
2. For each description of the information you need, determine
if collecting the information will require secondary or
primary research. (Secondary research involves reports and
records that have already been collected, either inside the
organization or somewhere else, such as by a governmental
body. Primary research is original research - and expensive -
so it should be conducted only when absolutely necessary.
Surveys and focus groups are examples of primary research.)
Beside each description, write primary or secondary and the
rationale for your recommendation.
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Section 2, Heading 6, Question 1
1. What are the most important facts, trends, issues, and
influences in the macro and market environments that will
negatively affect the success of this product/service during
the next year? For these external facts, trends, issues and
influences, write threat statements. Threat statements should
include a description of the negative impact on the product/
service.
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Section 2, Heading 6, Question 2
2. What are the most important facts, trends, issues, and
influences in the macro and market environments that will
positively affect the success of this product/service during
the next year? For these external facts, trends, issues and
influences, write opportunity statements. Opportunity
statements should include a description of the positive
impact on the product/service.
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Section 2, Heading 7, Question 1
1. What are the most important issues, capabilities, resources,
etc. in the organizational environment that will positively
affect the success of this product/service during the next
year? For these factors, write strength statements.
Strengths offer differential advantages and are internal to
the organization.
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Section 2, Heading 7, Question 2
2. What are the most important issues, capabilities, resources,
etc. in the organizational environment that will negatively
affect the success of this product/service during the next
year? For these factors, write weakness statements.
Weaknesses offer differential advantages to competition and
are internal to the organization.
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Section 2, Heading 8, Question 1
1. What are your assumptions about each threat, opportunity,
strength and weakness? Will each continue, increase,
decrease or change all together? How, generally, will this
affect your planning?
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Section 2, Heading 8, Question 2
2. If any two or more probable situations produce a compounded
affect, describe the scenario here.
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Section 3, Heading 1, Question 1
1. What is the Mission and Goal(s)/Objective(s) of the
organization that will be marketing the product/service?
Section 3, Heading 2, Question 1
1. Considering the threats, opportunities, strengths, weaknesses
and key assumptions, what do you feel the marketing
objectives should be? Also consider the organizational
mission/objectives, culture (e.g. attitudes toward not quite
meeting a challenging objective) and interpersonal climate
(e.g. politics). Write one inclusive objective statement or a
series of objective statements that address, when possible,
sales dollars, units sold (or utilization), market share in
dollars and units, and profitability. Your objective
statement(s) should be realistic, specific and measurable
during a specified time frame.
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Section 4, Heading 1, Question 1
1. Describe how you plan to position the product/service "in
fact" (vs. in perception) in the market place. This is called
product positioning. Which market segment(s) will you target
in order to achieve your marketing objective(s)? What sales
volume and share (both in units and dollars) must be attained
in (each of) the targeted segment(s) in order to achieve your
marketing objective(s)?
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Section 4, Heading 2, Question 1
1. Describe how you plan to position the product/service "in
perception" (vs. in fact) in the market place. This is called
perceptual positioning and involves the image consumers have
of the product/service. In order to determine an effective
perceptual position you should consider:
a. The specific problems/desires/needs of your targeted market
segment(s). b. The image that the product/service/organization
now has with the target market segment(s). c. The unique
factors that will differentiate the product/service from the
competition. d. Whether separate perceptual positions will be
required for each of your targeted market segments, if some
segments can be "grouped" together, or if one perceptual
position is appropriate for all segments.
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Section 5, Heading 1, Question 1
1. Will the current product/service fulfill the required
perceptual position for each of your targeted
segment(s)/segment groupings? In each case where it will,
describe below.
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Section 5, Heading 1, Question 2
2. For each segment/segment grouping for which the current
product/service won't fulfill the perceptual positioning,
describe briefly what product additions/modifications are
required. Possible product strategies include changes in the
number of products in a product line, functional
characteristics, manufacturing quality, structural
characteristics (size, shape, form, material, etc.), changes
in packaging, branding, value additions and/or alterations
in product related services such as warranties,
installation, usage instructions, after purchase services,
etc..
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Section 5, Heading 1, Question 3
3. Consider, and if appropriate, record additional
product/service strategies that relate to your marketing
objective and product positioning. Examples of such
strategies include standardizing design or changing
manufacturing to increase profits, or bundling the
product/service with compatible products/services in order to
increase unit sales/share. Be sure that any such strategies
you record here do not conflict with your desired perceptual
positions.
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Section 5, Heading 2, Question 1
1. Will the current distribution system (both channel and
physical) match the product/service characteristics and
fulfill the required perceptual position for each of your
targeted segment(s)/segment groupings? In each case where it
will, describe the system and the fit below.
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Section 5, Heading 2, Question 2
2. For each segment/segment grouping for which the current
distribution system (channel and physical) doesn't match the
product/service characteristics and/or won't fulfill the
perceptual positioning, describe briefly a distribution
system which will.
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Section 5, Heading 2, Question 3
3. Evaluate the distribution strategies described in previous
Questions (1 and 2) in light of your marketing objective and
product positioning. Are there any additions you need to
make? Are there more cost effective or efficient methods that
still maintain the desired perceptual positioning?
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Section 5, Heading 3, Question 1
1. Will the current pricing structure fulfill the required
perceptual position for each of your targeted
segment(s)/segment groupings? In each case where it will,
describe below.
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Section 5, Heading 3, Question 2
2. For each segment/segment grouping for which the current
pricing structure won't fulfill the perceptual positioning,
describe briefly the modifications required. (Remember to
account for product and distribution costs and objectives
related to profitability.)
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Section 5, Heading 3, Question 3
3. Consider, and if appropriate, record additional pricing
strategies that relate to your marketing objective and
product positioning. For example, if you are after a state
of the art quality image requiring premium pricing, yet want
to capture a large market share, could deep discounting (to a
specified segment) be a plausible strategy? If you have a
unique product or service with a high perceived value, could
you increase price without affecting unit sales/market share,
thus increasing profitability?
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Section 5, Heading 4, Question 1
1. Using the results of your product and perceptual
positioning, prepare a refined message for each
segment/segment grouping. What will you actually tell the
customer group about the product/service to create your
perceptual position?
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Section 5, Heading 4, Question 2
2. Is the current promotional mix (i.e. percent of money and
effort spent on advertising, publicity, sales promotion and
personal selling) for each segment/segment grouping the most
efficient/effective way to generate sales? Describe the
promotional mix you plan to use here. Consider the frequency
with which each of your targeted customers gets the message,
how many of your targeted customers get the message, how
credible your media sources/methods are, cost-benefit ratios,
etc.
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Section 6, Heading 1, Question 1
1. Using the portion of your marketing strategy addressing
product/service, and knowledge of resource availability,
write a specific and time delineated tactical product
objective. How many products must be produced by when? At
what unit cost? If your strategy calls for changes in the
product/service, exactly what are the product/service related
components/modifications? When will the modified product be
ready to launch?
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Section 6, Heading 1, Question 2
2. For each product/service tactical objective, briefly describe
what is to be done, how it is to be done and where it will be
done. Then decide the following: a. what is required (i.e.
information, equipment, manpower, supplies, materials etc.)
to do these activities, b. when they will be started, c. when
they will be completed, and finally, d. the cost associated
with each activity. When you finish, total all of the costs
to use in your operational budget. The following format is
suggested for your use:
____________________________________________________________________________
Activities |Resources|Start|Comp.|
Required | Required|Date |Date | Costs
---------------------------------------------------------------------------
| | | |
Total Costs| _________
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Section 6, Heading 2, Question 1
1. Using the portion of your marketing strategy addressing
distribution, and knowledge of resource availability, write a
specific and time delineated tactical objective for your
channel distribution. List specifically each channel/channel
modification. By when will the channels/modified channels be
in place?
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Section 6, Heading 2, Question 2
2. For each channel objective, briefly describe what is to be
done, how it is to be done and where it will be done. Then
decide the following: a. what is required (i.e. information,
equipment, manpower, supplies, materials etc.) to do these
activities, b. when they will be started, c. when they will
be completed, and finally, d. the cost associated with each
activity. When you finish, total all of the costs to use in
your operational budget. The following format is suggested
for your use:
____________________________________________________________________________
Activities |Resources|Start|Comp.|
Required | Required|Date |Date | Costs
---------------------------------------------------------------------------
| | | |
Total Costs| _________
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Section 6, Heading 3, Question 1
1. Write a specific and time delineated tactical objective for
your physical distribution. (You should be guided by the
portion of your marketing strategy addressing distribution,
resource availability and your tactical plan for channel
distribution.) What means of physical distribution will be
required for each channel? Which ones are not currently in
place? When will each physical distribution system be
operational?
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Section 6, Heading 3, Question 2
2. For each physical distribution objective, briefly describe
what is to be done, how it is to be done and where it will be
done. Then decide the following: a. what is required (i.e.
information, equipment, manpower, supplies, materials, etc.)
to do these activities, b. when they will be started, c. when
they will be completed, and finally, d. the cost associated
with each activity. When you finish, total all of the costs
to use in your operational budget. The following format is
suggested for your use:
____________________________________________________________________________
Activities |Resources|Start|Comp.|
Required | Required|Date |Date | Costs
---------------------------------------------------------------------------
| | | |
Total Costs| _________
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Section 6, Heading 4, Question 1
1. Using the portion of your marketing strategy addressing
price, and knowledge of resource availability, write a
specific and time delineated tactical pricing objective. When
will prices be set/changed? Exactly who will be charged what
price? (Consider segments, channel members, etc.)
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Section 6, Heading 4, Question 2
2. For each price objective, briefly describe what is to be
done, how it is to be done and where it will be done. Then
decide the following: a. what is required (i.e. information,
equipment, manpower, supplies, materials etc.) to do these
activities, b. when they will be started, c. when they will
be completed, and finally, d. the cost associated with each
activity. When you finish, total all of the costs to use in
your operational budget. The following format is suggested
for your use:
____________________________________________________________________________
Activities |Resources|Start|Comp.|
Required | Required|Date |Date | Costs
---------------------------------------------------------------------------
| | | |
Total Costs| _________
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Section 6, Heading 5, Question 1
1. Write a specific and time delineated tactical advertising
objective. (You should refer to the promotional portion of
your marketing strategy for guidance, and consider resource
availability.) Your advertising objective should include
what ads you plan to run, when and where (media sources) you
plan to run them, which segment(s) - including influencers
and channel members - you are targeting (per ad), what
response you seek (i.e. interest, action), and some measure
of payoff, such as cost per exposure for members of your
target audience.
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Section 6, Heading 5, Question 2
2. For each advertising objective, briefly describe what is to
be done, how it is to be done and where it will be done. Then
decide the following: a. what is required (i.e. information,
equipment, manpower, supplies, materials, etc.) to do these
activities, b. when they will be started, c. when they will
be completed, and finally, d. the cost associated with each
activity. When you finish, total all of the costs to use in
your operational budget. The following format is suggested
for your use:
___________________________________________________________________________
Activities |Resources|Start|Comp.|
Required | Required|Date |Date | Costs
---------------------------------------------------------------------------
| | | |
Total Costs| _________
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Section 6, Heading 6, Question 1
1. Using the promotional portion of your marketing strategy and
knowledge of resource availability, write a specific and time
delineated tactical objective for personal selling. If the
product/service requires sales calls, include the percent of
your targeted segment(s) who will be called on and how they
will be selected, and the number of calls each will receive.
In all cases, include your goal for number of unit sales made
per call or contact, and/or number of calls/contacts
resulting in a sale.
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Section 6, Heading 6, Question 2
2. For each personal selling objective, briefly describe what is
to be done, how it is to be done and where it will be done.
Then decide the following: a. what is required (i.e.
information, equipment, manpower, supplies, materials, etc.)
to do these activities, b. when they will be started, c. when
they will be completed, and finally, d. the cost associated
with each activity. When you finish, total all of the costs
to use in your operational budget. The following format is
suggested for your use:
____________________________________________________________________________
Activities |Resources|Start|Comp.|
Required | Required|Date |Date | Costs
---------------------------------------------------------------------------
| | | |
Total Costs| _________
Most Relevant Previous Answers:
Section 6, Heading 7, Question 1
1. Using your personal selling plan and the promotional portion
of your marketing strategy, along with your knowledge of
resource availability, write a specific and time delineated
tactical objective for sales promotion. Your objective
should include which vehicles you plan to use, when you plan
to use them and with whom. Consider materials sales people
will use during calls and/or leave with potential customers,
coupons and discounts, gifts, sales bonuses, contests and
other incentives, etc.
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Section 6, Heading 7, Question 2
2. For each sales promotion objective, briefly describe what is
to be done, how it is to be done and where it will be done.
Then decide the following: a. what is required (i.e.
information, equipment, manpower, supplies, materials, etc.)
to do these activities, b. when they will be started, c. when
they will be completed, and finally, d. the cost associated
with each activity. When you finish, total all of the costs
to use in your operational budget. The following format is
suggested for your use:
____________________________________________________________________________
Activities |Resources|Start|Comp.|
Required | Required|Date |Date | Costs
---------------------------------------------------------------------------
| | | |
Total Costs| _________
Most Relevant Previous Answers:
Section 6, Heading 8, Question 1
1. Write a specific and time delineated tactical objective for
publicity. (You should refer to the promotional portion of
your marketing strategy and your knowledge of resource
availability.) Consider press releases, feature stories,
special events/publicity stunts, charitable/social/political
involvement, etc.. What PR activities will you do, when will
you do them and what response do you seek as a result? How
will these activities compliment the rest of your promotion?
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Section 6, Heading 8, Question 2
2. For each publicity objective, briefly describe what is to be
done, how it is to be done and where it will be done. Then
decide the following: a. what is required (i.e. information,
equipment, manpower, supplies, materials, etc.) to do these
activities, b. when they will be started, c. when they will
be completed, and finally, d. the cost associated with each
activity. When you finish, total all of the costs to use in
your operational budget. The following format is suggested
for your use:
____________________________________________________________________________
Activities |Resources|Start|Comp.|
Required | Required|Date |Date | Costs
---------------------------------------------------------------------------
| | | |
Total Costs| _________
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Section 6, Heading 9, Question 1
1. If you plan any other promotional activities such as direct
mail, trade shows, etc. that do not seem to "fit" in any of
your other promotional plans, write specific, time delineated
tactical objectives for them here.
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Section 6, Heading 9, Question 2
2. For each promotional objective, briefly describe what is to
be done, how it is to be done and where it will be done. Then
decide the following: a. what is required (i.e. information,
equipment, manpower, supplies, materials, etc.) to do these
activities, b. when they will be started, c. when they will
be completed, and finally, d. the cost associated with each
activity. When you finish, total all of the costs to use in
your operational budget. The following format is suggested
for your use:
____________________________________________________________________________
Activities |Resources|Start|Comp.|
Required | Required|Date |Date | Costs
---------------------------------------------------------------------------
| | | |
Total Costs| _________
Most Relevant Previous Answers:
Section 7, Heading 1, Question 1
1. Produce an operational budget for your combined tactical
plans. This budget should include all direct and indirect
costs.
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Section 7, Heading 2, Question 1
1. Consider your marketing objectives and
prepare final forecasts as follows: | Totals
_______________________________________________________________|____________
1. Market forecast in units (Last year + expected growth) |
2. Forecast of unit sales (#) |
3. Forecast of market sales in units (%) (2./ 1.x 100) |
4. Price per unit |
5. Estimate of sales revenue (2. x 4.) |
6. Estimate of variable costs per unit |
7. Estimate of margin to cover fixed costs, |
profits, and marketing ([4.- 6.] x 2.) |
8. Estimate of fixed costs (fixed cost per unit x 2.) |
9. Estimate of margin to cover profits and marketing (7. - 8.)|
10. Total costs of all tactical plans (4 Ps) |
11. Estimate Profit (9. - 10) |
If these forecasts differ from the numbers in your marketing
objective, adjust your objective and/or strategies accordingly.
Section 7, Heading 3, Question 1
1. What reports will be required to provide information
necessary for monitoring your planned activities and
outcomes? Include who (by job category) will supply these
reports and when.
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