District Performance Indicators 2024-25 PDF

Roleplay 1 Explain the nature and scope of the selling function: - The selling function focuses on understanding customer needs, building relationships, promoting products, and driving revenue. It includes direct interaction, market research, problem-solving, and customer relations...

Roleplay 1 Explain the nature and scope of the selling function: - The selling function focuses on understanding customer needs, building relationships, promoting products, and driving revenue. It includes direct interaction, market research, problem-solving, and customer relationship management across various sales channels. Explain the key factors in building a clientele - Think of clients as individuals even though they may be a company. While a client represents a company, each client still is an individual. They cannot be treated in a general manner. - Effective communication - Building trust and credibility - Adapting to feedback - Understanding customer needs Analyze product information to identify product features and benefits - Study design and functionality - Identify features (what the product is or does) - Connect features to benefits (why the product matters) - Focus on customer perspective - Use tools for analysis (SWOT analysis) - SWOT - Tool used to identify strengths, weaknesses, opportunities, and threats related to a business or project - Test and validate Discuss motivational theories that impact buying behavior - Maslow’s Hierarchy of needs - Impact on buying: physiological needs (need food water, shelter essentials so we buy those), social needs (seeking products to foster connections), esteem needs (luxury items/status symbols to gain recognition), self-actualization (buying stuff that helps personal growth such as educational tools) - Another one is expectancy theory: says that people are motivated to act when they expect their actions to lead to desired outcomes. - Can use this to get people to buy stuff Explain the nature of marketing planning. - Developing strategies to achieve marketing objectives - Identifying target markets - Understanding customer needs/preferences - Defining product or service offerings - Determining Pricing strategies - Promotional Campaigns - Establishing distribution channels  - 4 P’s of marketing: Taking these into consideration when marketing planning 1. Product 2. Place 3. Price 4. Promotion Identify the impact of product life cycles on marketing decisions. - Introduction phase - We have high costs, low sales, and limited customer awareness - Test the market through selective distribution and keep quality high with possible lower pricing - Growth stage - Increasing sales, customers, and competition - More channels, enhance product based on feedback, competitive pricing - Maturity stage - Sales peak, market saturated, lots of competition - Innovate product, competitive pricing such as discounts, focus on loyalty programs, maximize efficiency and ensure availability - Decline stage - Decreasing sales, less demand - Consider discontinuing/repositioning the product, lower prices, minimize spending, reduce channel support and focus on profitable channels Make decisions. - If we don’t get all points on this one we are cooked Roleplay 2 Explain the types of promotion - Advertising: paid communication through media channels in order to build brand awareness and generate interest in products/services - Digital and social media marketing: engage directly with customers - Sales promotion: short term incentives to encourage immediate purchase like discounts - Public relations: - Activities that build and maintain a positive view of the company - Enhance credibility and build customer trust Identify the elements of the promotional mix - Tools we can use to communicate with our target audience - Such as advertising, social media, sales promotion, PR, word of mouth, etc. - Consider these things while thinking about what tools in the promotional mix we should use: - Target audience - Budget - Goals - Integration Explain types of advertising media - Types: - TV ads, Radio, social media ads, billboards, magazines, online display ads - Each one has its uses, explain in depth why we should use one or multiple (most likely going to lean toward social media) Explain the nature of direct marketing channels - Direct Communication: - Email, social media, direct mail, telemarketing - targeted approach (segment who you are targeting your message to and specialize each one to the audience) - Interactive nature, can get back feedback from the target audience Explain communications channels used in public-relations activities: - Traditional media channels such as television, newspapers, press conferences, etc. - Digital media channels such as blogs, and social media platforms - Earned media channels - third party endorsements such as influencer collaborations Identify types of public-relations activities - Media Relations: Build and maintain strong relationships with journalists, editors, and media outlets. - Community Relations: Establish goodwill and positive relationships within the community. - Corporate Social Responsibility (CSR): Showcase the organization’s commitment to ethical practices and societal improvement. Describe the use of technology in the promotion function: - Digital, social media, email advertising - Marketing automation: email follow-ups, notifications, etc. - Data analytics: gather data to understand target audience and use that information to formulate marketing strategies - Gamification, streaming platforms, podcasts etc.