IMC Tools

SIT DOLOR AMET

IMC Tools
advertising,

personal selling,

sales promotions,

direct marketing,

public relations (PR).

 Advertising
Advertising is an industry used to call the attention
of the public to something, typically a product or service

The definition of advertisement is the means of

communication in which a product, brand or
service is promoted to a viewership in order to
attract interest, engagement, and sales.
Personal selling promotional technique

Personal selling is also known as face-to-face selling in which

one person who is the salesman tries to convince the
customer in buying a product. •Using a personalised
sales strategy: This
strategy involves the
•To sell an salesperson to understand
offering: The purpose the needs and wants of
of personal selling is the customers, develop
to motivate and personalised connections,
•Uses person to person persuade the customer communicate the value
communication: Personal to purchase the of the offering in a way
selling involves direct intended offering a that persuades the
contact of the salesperson detailed explanation customer to buy the
and the customer. or demonstration of offering.
the product.
• Today, personal selling is considered a business-to-business Features Of Personal Selling
selling technique but is also used in trade and retail sales.

• With the advent of the internet and other communications

Human contact:
methods, personal sales isn’t limited to just face-to-face
Development of relationship:
meetings.
Two-way flow of information
• Salespersons now use video calls, phone calls, IM, and even Quick communication
emails, along with in-person interactions to develop a Flexibilit
relationship with prospective customers. Satisfaction:
y:
Persuasion
Objective Of Personal Selling

•Build brand and product awareness by educating customers on the company’s offerings and their benefits.
• Increase sales by identifying and persuading the prospects to buy a business’s offering.
•Building close long-term relationships with the customers by enforcing person-to-person two-way
communication.
•Supporting the customers of complex, technical, or high-priced items by providing detailed technical
information.
•Stimulating the offering’s demand by helping the customers throughout their decision-making process and
guiding them towards the business’s offering.
•Reinforcing the brand by building long term relationships with the customers over time by meeting them and
helping them in their decision-making process.
Today, one can witness personal sales in:
•Retail Stores: Retail stores like Walmart, Ikea, etc.
employ a sales staff that help customers choose the best product
according to their own needs and wants.
•Door-to-Door Sales: Some B2C businesses (like Gillette) and
B2B businesses (like PayTM) employ sales staff that visit
prospective customers homes and offices to educate them about the
company’s offerings and persuade them to use or buy the same.
•B2B Outreach: B2B salespersons often outreach prospective
clients online or offline and use person-to-person communication to
close sales.
Sales promotion
A sales promotion, or promo, is a set of marketing strategies
used to boost the demand for a product or service, raise brand
awareness, and increase revenue.
Advantages of sales promotion
It generates more
customers. Discounts, It retains current
free trials, and other customers. Gaining a It gives a quick
It raises awareness. increase in sales.
special offers inspire paying customer is not
Sales promotions are an Sales promos are
purchase decisions and the end of the story. The
effective way to meant to boost your
increase customer more challenging task is
increase brand awareness sales on short notice.
acquisition as many to nurture them over
among prospects. And Done right, they
people are eager to try time for another
brand recognition, in its improve short-term
something new without purchase. With sales
turn, will undeniably sales and bring the
high risks. And if they promotions, you can
have a positive effect on customer back to
like your product, they reward your audience
sales. repeat a purchase.
will undoubtedly join and keep them involved
your in your brand.
loyal customer base.
 Types of sales promotion

• Discounts

• Coupons or vouchers

• BOGO

• Free shipping

• Gifts

• Free trial

• Referral programs

• Tripwire

• Donations
Direct marketing Types of direct marketing

Direct marketing consists of any marketing that relies on direct

communication or distribution to individual consumers, rather 1. Telemarketing
than through a third party such as mass media. Telemarketing involves
contacting clients over the
Email, social media, and texting campaigns are among the phone to sell them a product
delivery systems used. or service. With this form of
direct marketing, companies
It is called direct marketing because it generally eliminates the can have employees or
middleman, such as advertising media. automated machines reach out
to many individuals at one
time. This is beneficial
because it makes it easy to
reach a broad audience within
a short amount of time, which
can boost productivity.
 Some examples of telemarketing Email marketing is when a
include: company reaches out to
consumers by sending email Some examples
• Inbound calls: These are calls initiated messages to them. of email
by the customer, whether they call into Consumers can either marketing
the company directly or if they set up a subscribe to a company's include:
time for the company to call them. email list or companies can •Electronic
purchase a list of verified newsletters
• Outbound calls: Also called cold consumer emails through a •Promotional
calling, this is when a company calls a mailing list service emails
consumer directly.
3. Text marketing
Text marketing is when companies contact consumers via text
messages. There is often a higher response rate with text
marketing because of how often consumers use their cell
phones. There are several phone plans that companies can
utilize to send text messages to customers for $0.01 to $0.05 per
text, which can be more cost-effective.

Text marketing can include:

•Short message service (SMS) and back-and-forth messaging where a recipient can respond to
brief questions and provide the company information about preferences
•A link to a company website where recipients can get more information or opt in to receive
mobile offers
•Push notifications, where the recipient gets alerts from the company
4. Direct mail
Direct mail allows a company to send information about
products, special offers, services and sales to a street address via
the postal service
Here are some examples of direct mail:
•Letters
•Flyers
•Brochures

5. Kiosk marketing
Kiosk marketing is a cost-effective way to reach many different
consumers in a crowded setting, like a mall or grocery store. It
involves selling products and services to customers through
machines, most commonly a vending machine.
6. Direct selling
Direct selling involves a consultant selling products or services
to a customer in-person at the customer's home or workplace.
For example, some businesses have employees go door-to-door
to advertise and sell subscriptions, housewares or makeup to
customers
7. Social media marketing
Social media marketing uses various social media platforms to
connect with consumers, popularize their brand, initiate
business transactions and promote special offers. This is a cost-
effective way to market your business since most social media
platforms are free to join.

8. Brochures
Brochures are advertisement papers decorated to grab
customer's attention using pictures and vivid colors, and they
contain a wide array of information about a business, like
company goals, special offers or history.
Public Relation
Public relations (PR) are the methods and strategies used to
control how information about a person or company gets
out to the public, especially to the media.

Its main goals are to spread important company news or events,

keep a good image of the brand, and put a good spin on bad
things to make them less bad.