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      PROMOTIONAL MIX FOR THE INDUSTRY

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~ .. PROMOTIONAL MIX

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~ .... Advertising

~ ...... i. Public presentation

~ ...... ii. Pervasiveness

~ ...... iii. Amplified expressiveness

~ ...... iv. Impersonality

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~ ............ ADVERTISING -v- SELLING

~ ~...... Advertising : Public Presentation

~ ~...... Advertising : Pervasiveness

~ ~...... Advertising : Expressiveness

~ ~...... Selling : Sales Technique

~ ~...... Selling : Prospect Cultivation

~ ~............ Operations

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~ ~............ Markets + Trade Cell

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~ ~............ Products

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~ ~............ Competitors

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~ .... Personal selling

~ ...... i. Personal confrontation

~ ...... ii. Cultivation

~ ...... iii. Response

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~ .... Publicity

~ ...... i. High veracity

~ ...... ii. Off guard

~ ...... iii. Dramatization

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~ ............ PUBLICITY + SALES PROMOTION

~ ~...... Publicity Effect : Accepted Veracity

~ ~...... Publicity Effect : Off Guard perceptions

~ ~...... Publicity Effect : Dramatization

~ ~...... Sales Promotion : Insistent

~ ~...... Sales Promotion : Product Demeaning

~ ~............ Operations

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~ ~............ Markets + Trade Cell

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~ ~............ Products

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~ ~............ Competitors

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~ .... Sales Promotion

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~ ...... i. Insistent presence

~ ...... ii. Product demeaning

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~ .... PROMOTION MIX

~ ...... Consumer -v- Industrial

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~ ............ ADVERTISING RATING

~ ~...... Awareness Building

~ ~...... Comprehension Building

~ ~...... Efficient Reminding

~ ~...... Lead Generation

~ ~...... Legitimation & Reassurance

~ ~............ Operations

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~ ~............ Markets + Trade Cell

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~ ~............ Products

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~ ~............ Competitors

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~ ...... The role of advertising in marketing

~ ...... i. Awareness building

~ ...... ii. Comprehension building

~ ...... iii. Efficient reminding

~ ...... iv. Lead generation

~ ...... v. Legitimation

~ ...... vi. Reassurance

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~ ............ PERSONNEL SELLING RATING

~ ~...... Selling for Distribution Channel Stock Position Increase

~ ~...... Selling for Company Stock Position Decrease

~ ~...... Selling for Discounted Stocks

~ ~...... Selling for Enthusiasm Building

~ ~...... Missionary Selling

~ ~............ Operations

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~ ~............ Markets + Trade Cell

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~ ~............ Products

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~ ~............ Competitors

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~ ...... The role of personal selling in marketing

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~ .... PROMOTION + ORGANIZATION

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~ ............ ORGANIZATION RATING

~ ~...... Formal Corporate Position in Company

~ ~...... Formal Corporate Responsibility for Promotion

~ ~...... Established Working Plan for Promotion

~ ~...... Monitoring of Marketing Mix -v- Promotional Spend

~ ~...... Formal Co-ordination of Promotional -v- Marketing Campaigns

~ ~............ Operations

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~ ~............ Markets + Trade Cell

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~ ~............ Products

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~ ~............ Competitors

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~ ............ MARKETING COSTS

~ ~...... Advertising Costs

~ ~...... Sales Costs

~ ~...... Distribution Costs

~ ~...... After Sales Costs

~ ~...... Total Marketing Costs

~ ~............ Operations

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~ ~............ Markets + Trade Cell

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~ ~............ Products

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~ ~............ Competitors

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~ .... HISTORIC FINANCIAL DATA

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~ .... HISTORIC MARKETING COSTS & MARGINS

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~ ...... SALES COSTS

~ ...... DISTRIBUTION + HANDLING COSTS

~ ...... ADVERTISING COSTS

~ ...... AFTER-SALES COSTS

~ ...... TOTAL MARKETING COSTS

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~ .... HISTORIC MARKETING COST RATIOS & MARGINS

~ ...... PROFIT RATIOS

~ ...... MARKETING RATIO

~ ...... MARKETING OPERATIONAL RATIOS

~ ...... MARKETING COSTS

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~ .... Financial forecast notes

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~ .... PROMOTIONAL MIX BALANCE SHEET FORECASTS : Current to 2028

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~ .... Base Forecast : Median Market Scenario Balance Sheet Forecast

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~ ...... Base Forecast : Median Market Scenario Operational Costs Forecast

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~ ........ Base Forecast : Median Market Scenario Financial Ratios

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~ .......... Base Forecast : Median Market Scenario Operational Margins

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~ .... MARKETING COSTS FORECAST

~ ...... SALES COSTS FORECAST

~ ...... DISTRIBUTION + HANDLING COSTS FORECAST

~ ...... ADVERTISING COSTS FORECAST

~ ...... AFTER-SALES COSTS FORECAST

~ ...... TOTAL MARKETING COSTS FORECAST

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~ .... MARKETING MARGINS + RATIOS FORECAST

~ ...... PROFIT RATIOS FORECAST

~ ...... MARKETING RATIOS FORECAST

~ ...... MARKETING OPERATIONAL RATIOS FORECAST

~ ...... MARKETING FACTORS FORECAST

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~ .... Marketing Expenditure Balance Sheet Forecast

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~ ...... Marketing Expenditure Operational Costs Forecast

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~ ........ Marketing Expenditure Financial Ratios

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~ .......... Marketing Expenditure Operational Margins

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~ .... Variable Marketing Cost Objectives Balance Sheet Forecast

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~ ...... Variable Marketing Cost Objectives Operational Costs Forecast

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~ ........ Variable Marketing Cost Objectives Financial Ratios

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~ .......... Variable Marketing Cost Objectives Operational Margins

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~ .... Selling Cost Objectives Balance Sheet Forecast

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~ ...... Selling Cost Objectives Operational Costs Forecast

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~ ........ Selling Cost Objectives Financial Ratios

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~ .......... Selling Cost Objectives Operational Margins

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~ .... Advertising Cost Objectives Balance Sheet Forecast

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~ ...... Advertising Cost Objectives Operational Costs Forecast

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~ ........ Advertising Cost Objectives Financial Ratios

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~ .......... Advertising Cost Objectives Operational Margins

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~ .... Promotional & Pricing Cost Objectives Balance Sheet Forecast

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~ ...... Promotional & Pricing Cost Objectives Operational Costs Forecast

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~ ........ Promotional & Pricing Cost Objectives Financial Ratios

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~ .......... Promotional & Pricing Cost Objectives Operational Margins

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~ .... Promotional Expenditure Balance Sheet Forecast

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~ ...... Promotional Expenditure Operational Costs Forecast

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~ ........ Promotional Expenditure Financial Ratios

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~ .......... Promotional Expenditure Operational Margins

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~ .... Financial data definitions