ation Across Function

Group - 10

MARKETING COMMUNICATION
Peter Drucker: The purpose of business is not to make a sale, but to make and keep a customer

Propagating information Ps of marketing

EFFICIENCY OF MEDIUM

Cost per exposure Quality of exposure Density of prospective customers

HOW

MARKETING

COMMUNICATION

WORKS

Making

the first sales call Selling when the sales representative is not there Competitors information Presenting a selling message Arming the sales representative Keeping current customers

DIRECT

VERSUS

INDIRECT

SELLING

DIRECT SALES CALL

More

1. 2.

Persuasive and powerful Closely and directly related to a sale An expensive proposition

INDIRECT SALES CALL

Concise,

uniform and ubiquitous Gets in the door where sales reps sometimes cannot Difficult to document Costs only a few dollars

PROJECT

MANAGEMENT

COMMUNICATION

Project communication Projects communicating the status Project team reporting to Managers Manager to clients and stakeholders

Status are communicated through Status meetings Status reports

MANAGING

PROJECT

COMMUNICATION

Communication needs for each stakeholder

Mandatory Informational Marketing

Mandatory
Project status report Status meeting Meeting with the steering committee Report to shareholders and board of directors

Informational
Awareness building sessions Deliverables placed in common repository Project information on website

Marketing
Project newsletters Meetings the key stakeholders Visits to various locations and departments Positive image

IDEAL

PROJECT

COMMUNICATION

MIX

Small Projects Medium Projects Large Projects

Small Projects
Reporting to the manager Manager sending the update to stakeholders Project status meeting

Medium Projects

Status report to all stakeholders Status report by Project team members Financial information on a monthly basis

Large Projects

Proactive communication. Communication plan.

HUMAN

RESOURCE

COMMUNICATION

Techniques and communications used by the organizations to communicate with their employees. Some employee benefits Promotions Compensation packages Training Personalized counseling Retirement benefits

FINANCIAL

COMMUNICATION

Companys overall performance Major capital expenditures undertaken Profitability performance Stock market performance

Data conveyed to Stakeholders Shareholders Financial institutions Financial analysts

Company at a glance Board of directors Their tenure and compensation Companys memorandum Present and proposed line of business Major brand and products & major innovation Social responsibility and obligation Chairmans message Achievements of company regarding tie-ups, strategic alliance, mergers etc.

Outlook Share price information Companys stock including price and volume date Daily close and open positions Market capitalization Historical highs and lows Balance sheet, Income statement It is the backbone of all Total financial statements

Trading worldwide

Investor relation releases Important news about company Prevent that news with relevance to share price

Financial calendar q Merger New capital structure New Business philosophy. IPO

Fresh capital, Effects EPS, Market prices, Shareholder stakes, Capital etc

Information System : Evolution

1950-1960 Data Processing Electronic Data Processing - TPS 1960-1970 1970-1980 Decision Support 1980-1990 Strategic & End User 1990-2000+ Electronic Commerce

Management Information Systems

Management Reporting

Decision Support Systems - Ad hoc Reports

End User Computing Exec Info Sys Expert Systems SIS

Electronic Business & Commerce -Internetworked E-Business & Commerce

Information System : Evolution

1950-1960 Data Processing Electronic Data Processing - TPS 1960-1970 1970-1980 Decision Support 1980-1990 Strategic & End User 1990-2000+ Electronic Commerce

Management Information Systems

Management Reporting

Decision Support Systems - Ad hoc Reports

End User Computing Exec Info Sys Expert Systems SIS

Electronic Business & Commerce -Internetworked E-Business & Commerce

MIS : COMMUNICATION TOOL

What is MIS ? MIS role has steadily changed from accounting to ebusiness

ROLES OF MIS IN DIFFERENT FUNCTIONAL AREAS Marketing Finance Hr Operations

Information System : Evolution

1950-1960 Data Processing Electronic Data Processing - TPS 1960-1970 1970-1980 Decision Support 1980-1990 Strategic & End User 1990-2000+ Electronic Commerce

Management Information Systems

Management Reporting

Decision Support Systems - Ad hoc Reports

End User Computing Exec Info Sys Electronic Expert Systems Business & SIS Commerce

-Internet worked E-Business & Commerce

e - Business

Enterprise
Company Boundary

The Internet Suppliers and Other Business Partners Procurement, Distribution, and Logistics

Extranets

Engineering & Research

Manufacturing and Production Intranets

Accounting, Finance, and Management

Advertising Extranets

Sales

Customer Service

Consumer and Business Customers

ommunication Between Functional Are

Product Development Product Development Process Process
P ro d u ct D e v elo p m e n t
A d va n ce d R e se a rch T e c h n ic a l co n ce p t C u s to m e r M a r k e t S y s te m P r o m o tio n P ro d u ct s p e c ific a tio n C a ll

M a rk e tin g a n d S a les

M a n u fa c tu r i n g

N eeds M a r k e tin g

P r o d u c t D e s ig n P ro ce ss P la n n in g P r o d u c tio n O r d e r s P r o d u c tio nP r o d u c ts

C u s to m e M a rke t S y

C u s to m e r o r d e r s

S a le s

Thank You