BUS6000-Wk5 Details
Marketing, Sales, and Data
for a Business
Strategic Marketing and Sales
Rick Mann, PhD
Develop
Market
Sell
Deliver
Strategic Marketing and Sales
Develop
Market
Sell
Deliver
Wk5 Activities
Wk5 BSP Files
• Paper (word.doc)
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Marketing
Sales
Advertising
Data
• Excel (excel.xls)
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Marketing Tab
Sales Tab
Transaction Data Tab
Transaction Analysis Tab
• Powerpoint (.ppt)
• One slide for each of the 4 areas
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Marketing
Sales
Advertising
Data
• Embed the audio in each slide
Marketing and Advertising:
What is there to Learn?
• Customer Value Proposition
• What (product) are we providing where (place) for whom (people) and at what price
• Marketing
• Increasing positive awareness
• Driving leads (call to action)
• Advertising
• Getting in front of people with a favorable impression and call to action
• Marketing Processes (4/5 Ps)
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People (Audience)
Product (or service)
Price
Placement (where is this offered)
Promotion (Getting people’s attention)
Word.DOC File
• Headings
• Marketing: What is your marketing plan? Who will do what when? What will
be your costs?
• Advertising: What is your advertising plan? Who will do what when? What
will be your channels? What will be your costs?
• Sales: What is your sales plan? Who will do what when? What will be your
costs?
• Data: How will you use data to advance marketing and sales? What will be
your cost to acquire a customer?
Excel.XLS File
• Tabs
• Marketing and Advertising: What is your marketing plan? Who will do what
when? What will be your costs?
• Sales: What is your advertising plan? Who will do what when? What will be
your channels? What will be your costs?
• Transaction Data: What is your sales plan? Who will do what when? What will
be your cost?
• Transaction Analysis: How will you use data to advance sales and marketing?
What will be your cost to acquire a customer?
Transaction Data
• List of at least 50 transactions
• Include the following columns
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Date (Day, Week, or Month)
Item
Amount
Category
Transaction Analysis
• Include
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Mean
Median
Mode
Standard Deviation
• Include a chart of your choice
Sales: What is there to Learn?
• The Sales Funnel
• Begins with need and awareness (Marketing and Advertising)
• Customer need
• Business awareness
• Call to Action (connecting customer to business)
• Sales Process
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Initial Engagement
Continued Processing
Close the sale
Payment
• Fulfilment and Delivery
Rick buys Honda Accord at Crest Honda
1.
2.
3.
4.
5.
6.
7.
Interest (I need a car)
Awareness (I know they exist)
Action (Went to website)
Inquiry (Lead / Contact Info)
Conversation (Initial Call)
Follow-up (Continuing conversation)
Conversion (Intent to buy, appt set)
• Visited other dealers
8. Sale (Decision to buy, went to dealer)
9. Close (Deal done, financing approved)
10. Payment (Funds received, down payment, delivery made)
Wk5 PowerPoint.ppt
• Create one slide for each area below
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Marketing
Advertising
Sales
Data and Analysis
• Audio
• Each slide should have:
• A script in the notes section
• Audio recorded into each slide