Question? Leave a message!




MARKETING LECTURE NOTES

MARKETING LECTURE NOTES 2
M M M MA A A AR R R RK K K KE E E ET T T TIIIIN N N NG G G G L L L LE E E EC C C CTU TU TU TUR R R RE E E E N N N NO O O OTE TE TE TES S S S D D D Diiiim m m miiiittttr r r riiiis s s s D D D Dr r r ro o o os s s so o o os s s s L L L Le e e ec c c cttttu u u ur r r re e e er r r r T Te ec ch hn no ollo og giic ca all E Ed du uc ca attiio on n IIn ns sttiittu utte e o off P Piir ra ae eu us s T Te ec ch hn no ollo og giic ca all E Ed du uc ca attiio on n IIn ns sttiittu utte e o off P Piir ra ae eu us s B Bu us siin ne es ss s S Sc ch ho oo oll B Bu us siin ne es ss s S Sc ch ho oo oll M M M Ma a a an n n na a a ag g g ge e e em m m me e e en n n ntttt IIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n S S S Sy y y ys s s stttte e e em m m m N N N Ne e e ew w w w T T T Te e e ec c c ch h h hn n n no o o ollllo o o og g g gy y y y L L L La a a ab b b b LOGOC C C CO O O ON N N NT T T TE E E EN N N NT T T TS S S S A Ab bo ou utt M Ma ar rk ke ettiin ng g A Ab bo ou utt M Ma ar rk ke ettiin ng g M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g P P P Pr r r ro o o od d d du u u uc c c ctttt M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g P P P Pr r r ro o o om m m mo o o ottttiiiio o o on n n n M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g S S S Sttttr r r ra a a atttte e e eg g g gy y y y E E E E M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sABOUT MARKETING G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sWHAT IS MARKETING G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sWHAT IS MARKETING M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g iiiis s s s tttth h h he e e e p p p pr r r ro o o oc c c ce e e es s s ss s s s o o o offff p p p plllla a a an n n nn n n niiiin n n ng g g g a an nd d e ex xe ec cu uttiin ng g tth he e c co on nc ce ep pttiio on n,, p pr riic ciin ng g,, a an nd d e ex xe ec cu uttiin ng g tth he e c co on nc ce ep pttiio on n,, p pr riic ciin ng g,, p p p pr r r ro o o om m m mo o o ottttiiiio o o on n n n,,,, a a a an n n nd d d d d d d diiiis s s sttttr r r riiiib b b bu u u uttttiiiio o o on n n n o o o offff iiiid d d de e e ea a a as s s s,,,, g g g go o o oo o o od d d ds s s s,,,, s s s se e e er r r rv v v viiiic c c ce e e es s s s tttto o o o c c c cr r r re e e ea a a atttte e e e e e e ex x x xc c c ch h h ha a a an n n ng g g ge e e es s s s tttth h h ha a a atttt s s s sa a a attttiiiis s s sffffy y y y iiiin n n nd d d diiiiv v v viiiid d d du u u ua a a allll a a a an n n nd d d d o or rg ga an niiz za attiio on na all g go oa alls s o or rg ga an niiz za attiio on na all g go oa alls s A Am me er riic ca an n M Ma ar rk ke ettiin ng g A As ss so oc ciia attiio on n A Am me er riic ca an n M Ma ar rk ke ettiin ng g A As ss so oc ciia attiio on n G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sWHAT IS MARKETING ‘‘‘‘M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g iiiis s s s tttth h h he e e e m m m ma a a an n n na a a ag g g ge e e em m m me e e en n n ntttt p pr ro oc ce es ss s tth ha att iid de en nttiiffiie es s,, a an nttiic ciip pa atte es s p pr ro oc ce es ss s tth ha att iid de en nttiiffiie es s,, a an nttiic ciip pa atte es s a a a an n n nd d d d s s s sa a a attttiiiis s s sffffiiiie e e es s s s c c c cu u u us s s stttto o o om m m me e e er r r r r r r re e e eq q q qu u u uiiiir r r re e e em m m me e e en n n ntttts s s s p p p pr r r ro o o offffiiiitttta a a ab b b blllly y y y’’’’ T T T Th h h he e e e C C C Ch h h ha a a ar r r rtttte e e er r r re e e ed d d d IIIIn n n ns s s sttttiiiittttu u u utttte e e e o o o offff M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sWHAT IS MARKETING ‘‘‘‘T T T Th h h he e e e r r r riiiig g g gh h h htttt p p p pr r r ro o o od d d du u u uc c c ctttt,,,, iiiin n n n tttth h h he e e e r r r riiiig g g gh h h htttt p p p plllla a a ac c c ce e e e,,,, a att tth he e r riig gh htt ttiim me e,, a an nd d a att tth he e r riig gh htt p pr riic ce e’’ a att tth he e r riig gh htt ttiim me e,, a an nd d a att tth he e r riig gh htt p pr riic ce e’’ A Ad dc co oc ck k e ett a all A Ad dc co oc ck k e ett a all ‘‘‘‘M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g iiiis s s s tttth h h he e e e h h h hu u u um m m ma a a an n n n a a a ac c c cttttiiiiv v v viiiitttty y y y d diir re ec ctte ed d a att s sa attiis sffy yiin ng g h hu um ma an n n ne ee ed ds s d diir re ec ctte ed d a att s sa attiis sffy yiin ng g h hu um ma an n n ne ee ed ds s a a a an n n nd d d d w w w wa a a an n n ntttts s s s tttth h h hr r r ro o o ou u u ug g g gh h h h a a a an n n n e e e ex x x xc c c ch h h ha a a an n n ng g g ge e e e p p p pr r r ro o o oc c c ce e e es s s ss s s s’’’’ K K K Ko o o ottttlllle e e er r r r 1 1 1 19 9 9 98 8 8 80 0 0 0 G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sWHAT IS MARKETING ‘‘‘‘M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g iiiis s s s a a a a s s s so o o oc c c ciiiia a a allll a a a an n n nd d d d m m m ma a a an n n na a a ag g g ge e e er r r riiiia a a allll p pr ro oc ce es ss s b by y w wh hiic ch h iin nd diiv viid du ua alls s a an nd d p pr ro oc ce es ss s b by y w wh hiic ch h iin nd diiv viid du ua alls s a an nd d g g g gr r r ro o o ou u u up p p ps s s s o o o ob b b btttta a a aiiiin n n n w w w wh h h ha a a atttt tttth h h he e e ey y y y w w w wa a a an n n ntttt a a a an n n nd d d d n n n ne e e ee e e ed d d d tttth h h hr r r ro o o ou u u ug g g gh h h h c c c cr r r re e e ea a a attttiiiin n n ng g g g,,,, o o o offffffffe e e er r r riiiin n n ng g g g a a a an n n nd d d d e e e ex x x xc c c ch h h ha a a an n n ng g g giiiin n n ng g g g p p p pr r r ro o o od d d du u u uc c c ctttts s s s o o o offff v v v va a a allllu u u ue e e e w w w wiiiitttth h h h o otth he er rs s’’ o otth he er rs s’’ K Ko ottlle er r 1 19 99 91 1 K Ko ottlle er r 1 19 99 91 1 G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sWHAT IS MARKETING 5 5 5 5 P P P Ps s s s o o o offff M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g P P P Pr r r ro o o od d d du u u uc c c ctttt P P P Pr r r ro o o om m m mo o o ottttiiiio o o on n n n P P P Pr r r riiiic c c ciiiin n n ng g g g P P P Plllla a a ac c c ce e e e ( ( ( (o o o or r r r d d d diiiis s s sttttr r r riiiib b b bu u u uttttiiiio o o on n n n s s s sy y y ys s s stttte e e em m m m) ) ) ) P Pe eo op plle e P Pe eo op plle e G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s s5 Ps OF MARKETING P P P Pr r r riiiic c c ce e e e B B B B B B B B P P P Pr r r ro o o od d d du u u uc c c ctttt A A A A P P P Pr r r ro o o om m m mo o o ottttiiiio o o on n n n A A A A C C C C C C C C 5 5 5 5 P P P Ps s s s O O O OF F F F M M M MA A A AR R R RK K K KE E E ET T T TIIIIN N N NG G G G 5 5 5 5 P P P Ps s s s O O O OF F F F M M M MA A A AR R R RK K K KE E E ET T T TIIIIN N N NG G G G D D D D D D D D P P P Pe e e eo o o op p p plllle e e e E E E E E E E E P P P Plllla a a ac c c ce e e e G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sMARKETING – MANAGEMENT PROCESS A A A An n n na a a alllly y y ys s s siiiis s s s////A A A Au u u ud d d diiiitttt w w w wh h h he e e er r r re e e e a a a ar r r re e e e w w w we e e e n n n no o o ow w w w O Ob bjje ec cttiiv ve es s w wh he er re e d do o w we e w wa an ntt tto o b be e O Ob bjje ec cttiiv ve es s w wh he er re e d do o w we e w wa an ntt tto o b be e S S S Sttttr r r ra a a atttte e e eg g g giiiie e e es s s s w w w wh h h hiiiic c c ch h h h w w w wa a a ay y y y iiiis s s s b b b be e e es s s stttt T T T Ta a a ac c c cttttiiiic c c cs s s s h h h ho o o ow w w w d d d do o o o w w w we e e e g g g ge e e etttt tttth h h he e e er r r re e e e IIIIm m m mp p p plllle e e em m m me e e en n n ntttta a a attttiiiio o o on n n n G G G Ge e e ettttttttiiiin n n ng g g g tttth h h he e e er r r re e e e C C C Co o o on n n nttttr r r ro o o ollll E E E En n n ns s s su u u ur r r riiiin n n ng g g g a a a ar r r rr r r riiiiv v v va a a allll G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sWHAT DO WE MARKET G G G Go o o oo o o od d d ds s s s S S S Se e e er r r rv v v viiiic c c ce e e es s s s E E E Ev v v ve e e en n n ntttts s s s E Ex xp pe er riie en nc ce es s E Ex xp pe er riie en nc ce es s P P P Pe e e er r r rs s s so o o on n n na a a alllliiiittttiiiie e e es s s s P P P Plllla a a ac c c ce e e e O O O Or r r rg g g ga a a an n n niiiiz z z za a a attttiiiio o o on n n ns s s s P P P Pr r r ro o o op p p pe e e er r r rttttiiiie e e es s s s IIn nffo or rm ma attiio on n IIn nffo or rm ma attiio on n IIIId d d de e e ea a a as s s s a a a an n n nd d d d C C C Co o o on n n nc c c ce e e ep p p ptttts s s s G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sSACCESSFUL MARKET STORY B B B Biiiillllllll G G G Ga a a atttte e e e G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sSACCESSFUL MARKET STORY R R R Riiiic c c ch h h ha a a ar r r rd d d d B B B Br r r ra a a an n n ns s s so o o on n n n G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sSACCESSFUL MARKET STORY S S S Stttte e e elllliiiio o o os s s s H H H Ha a a ajjjjiiii IIIIo o o oa a a an n n no o o ou u u u G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sMARKETING – PRODUCT G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sPRODUCT A A A An n n ny y y ytttth h h hiiiin n n ng g g g tttth h h ha a a atttt iiiis s s s o o o offffffffe e e er r r re e e ed d d d tttto o o o tttth h h he e e e m m m ma a a ar r r rk k k ke e e etttt ffffo o o or r r r a a a atttttttte e e en n n nttttiiiio o o on n n n,,,, a a a ac c c cq q q qu u u uiiiis s s siiiittttiiiio o o on n n n,,,, u u u us s s se e e e o o o or r r r c c c co o o on n n ns s s su u u um m m mp p p pttttiiiio o o on n n n tttth h h ha a a atttt s s s sa a a attttiiiis s s sffffiiiie e e es s s s a a a a w w w wa a a an n n ntttt o o o or r r r a a a a n ne ee ed d n ne ee ed d G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sPRODUCT LIFE CYCLE 1 1..P Pr ro od du uc ctt d de ev ve ello op pm me en ntt s sa alle es s a ar re e z ze er ro o,, 1 1..P Pr ro od du uc ctt d de ev ve ello op pm me en ntt s sa alle es s a ar re e z ze er ro o,, iiiin n n nv v v ve e e es s s sttttm m m me e e en n n ntttt c c c co o o os s s stttts s s s a a a ar r r re e e e h h h hiiiig g g gh h h h 2 2 2 2....IIIIn n n nttttr r r ro o o od d d du u u uc c c cttttiiiio o o on n n n p p p pr r r ro o o offffiiiitttts s s s d d d do o o o n n n no o o otttt e e e ex x x xiiiis s s stttt,,,, h h h he e e ea a a av v v vy y y y e ex xp pe en ns se e o off p pr ro od du uc ctt iin nttr ro od du uc cttiio on n e ex xp pe en ns se e o off p pr ro od du uc ctt iin nttr ro od du uc cttiio on n 3 3 3 3....G G G Gr r r ro o o ow w w wtttth h h h r r r ra a a ap p p piiiid d d d m m m ma a a ar r r rk k k ke e e etttt a a a ac c c cc c c ce e e ep p p ptttta a a an n n nc c c ce e e e a a a an n n nd d d d iiiin n n nc c c cr r r re e e ea a a as s s siiiin n n ng g g g p p p pr r r ro o o offffiiiitttts s s s 4 4 4 4....M M M Ma a a attttu u u ur r r riiiitttty y y y s s s sllllo o o ow w w wd d d do o o ow w w wn n n n iiiin n n n s s s sa a a alllle e e es s s s g g g gr r r ro o o ow w w wtttth h h h.... P P P Pr r r ro o o offffiiiitttts s s s lllle e e ev v v ve e e ellll o o o offffffff.... IIIIn n n nc c c cr r r re e e ea a a as s s se e e e o o o ou u u uttttlllla a a ay y y y tttto o o o c c c co o o om m m mp p p pe e e etttte e e e 5 5 5 5....D D D De e e ec c c clllliiiin n n ne e e e s s s sa a a alllle e e es s s s ffffa a a allllllll o o o offffffff a a a an n n nd d d d p p p pr r r ro o o offffiiiitttts s s s d d d dr r r ro o o op p p p G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sPRODUCT LIFE CYCLE G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sMARKETING – PROMOTION G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sPROMOTION A A A An n n ny y y ytttth h h hiiiin n n ng g g g tttth h h ha a a atttt iiiis s s s o o o offffffffe e e er r r re e e ed d d d tttto o o o tttth h h he e e e m m m ma a a ar r r rk k k ke e e etttt ffffo o o or r r r a a a atttttttte e e en n n nttttiiiio o o on n n n,,,, a a a ac c c cq q q qu u u uiiiis s s siiiittttiiiio o o on n n n,,,, u u u us s s se e e e o o o or r r r c c c co o o on n n ns s s su u u um m m mp p p pttttiiiio o o on n n n tttth h h ha a a atttt s s s sa a a attttiiiis s s sffffiiiie e e es s s s a a a a w w w wa a a an n n ntttt o o o or r r r a a a a n ne ee ed d.. n ne ee ed d.. G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sPROMOTION MIX P P P Pe e e er r r rs s s so o o on n n na a a allll S S S Se e e elllllllliiiin n n ng g g g T T T Te e e elllle e e em m m ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g D D D Diiiir r r re e e ec c c ctttt M M M Ma a a aiiiillll T T T Tr r r ra a a ad d d de e e e F F F Fa a a aiiiir r r rs s s s a a a an n n nd d d d E E E Ex x x xh h h hiiiib b b biiiittttiiiio o o on n n ns s s s C C C Co o o om m m mm m m me e e er r r rc c c ciiiia a a allll T T T Te e e elllle e e ev v v viiiis s s siiiio o o on n n n N N N Ne e e ew w w ws s s sp p p pa a a ap p p pe e e er r r rs s s s a a a an n n nd d d d M M M Ma a a ag g g ga a a az z z ziiiin n n ne e e es s s s R R R Ra a a ad d d diiiio o o o C C C Ciiiin n n ne e e em m m ma a a a P P P Po o o oiiiin n n ntttt o o o offff S S S Sa a a alllle e e e D D D Diiiis s s sp p p plllla a a ay y y ys s s s P P P Pa a a ac c c ck k k ka a a ag g g giiiin n n ng g g g G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sPROMOTION DECISIONS E E E Elllle e e em m m me e e en n n ntttts s s s iiiin n n n tttth h h he e e e C C C Co o o om m m mm m m mu u u un n n niiiic c c ca a a attttiiiio o o on n n n P P P Pr r r ro o o oc c c ce e e es s s ss s s s P P P Pr r r ro o o om m m mo o o ottttiiiio o o on n n ns s s s M M M Miiiix x x x T T T Th h h he e e e p p p pr r r ro o o om m m mo o o ottttiiiio o o on n n ns s s s M M M Me e e es s s ss s s sa a a ag g g ge e e e E E E Ex x x xe e e ec c c cu u u uttttiiiio o o on n n ns s s s S S S Stttty y y ylllle e e e M M M Me e e ed d d diiiia a a a C C C Ch h h ho o o oiiiic c c ce e e e P Pr ro om mo ottiio on na all O Ob bjje ec cttiiv ve es s P Pr ro om mo ottiio on na all O Ob bjje ec cttiiv ve es s G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sPROMOTIONAL OBJECTIVES T To o S Su up pp po or rtt S Sa alle es s IIn nc cr re ea as se es s T To o S Su up pp po or rtt S Sa alle es s IIn nc cr re ea as se es s T To o E En nc co ou ur ra ag ge e T Tr riia all T To o E En nc co ou ur ra ag ge e T Tr riia all T T T To o o o C C C Cr r r re e e ea a a atttte e e e A A A Aw w w wa a a ar r r re e e en n n ne e e es s s ss s s s T To o IIn nffo or rm m a ab bo ou utt a a F Fe ea attu ur re e o or r B Be en ne effiitt T To o IIn nffo or rm m a ab bo ou utt a a F Fe ea attu ur re e o or r B Be en ne effiitt T To o R Re em miin nd d T To o R Re em miin nd d T T T To o o o R R R Re e e ea a a as s s ss s s su u u ur r r re e e e T To o C Cr re ea atte e a an n IIm ma ag ge e T To o C Cr re ea atte e a an n IIm ma ag ge e T To o M Mo od diiffy y A Attttiittu ud de es s T To o M Mo od diiffy y A Attttiittu ud de es s G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sMARKETING STRATEGY G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sWHAT IS MARKETING STRATEGY 1 1 1 1....S S S Sy y y ys s s stttte e e em m m ma a a attttiiiic c c c ffffu u u uttttu u u ur r r riiiis s s sttttiiiic c c c tttth h h hiiiin n n nk k k kiiiin n n ng g g g b b b by y y y m m m ma a a an n n na a a ag g g ge e e em m m me e e en n n ntttt 2 2..B Be etttte er r c co o o or rd diin na attiio on n o off c co om mp pa an ny y e effffo or rtts s 2 2..B Be etttte er r c co o o or rd diin na attiio on n o off c co om mp pa an ny y e effffo or rtts s 3 3 3 3....D D D De e e ev v v ve e e ellllo o o op p p pm m m me e e en n n ntttt o o o offff b b b be e e etttttttte e e er r r r p p p pe e e er r r rffffo o o or r r rm m m ma a a an n n nc c c ce e e e s s s stttta a a an n n nd d d da a a ar r r rd d d ds s s s ffffo o o or r r r c c c co o o on n n nttttr r r ro o o ollll 4 4 4 4....S S S Sh h h ha a a ar r r rp p p pe e e en n n niiiin n n ng g g g o o o offff o o o ob b b bjjjje e e ec c c cttttiiiiv v v ve e e es s s s a a a an n n nd d d d p p p po o o olllliiiic c c ciiiie e e es s s s 5 5 5 5....B B B Be e e etttttttte e e er r r r p p p pr r r re e e ep p p pa a a ar r r re e e e ffffo o o or r r r s s s su u u ud d d dd d d de e e en n n n n n n ne e e ew w w w d d d de e e ev v v ve e e ellllo o o op p p pm m m me e e en n n ntttts s s s 6 6 6 6....M M M Ma a a an n n na a a ag g g ge e e er r r rs s s s h h h ha a a av v v ve e e e a a a a v v v viiiiv v v viiiid d d d s s s se e e en n n ns s s se e e e o o o offff p p p pa a a ar r r rttttiiiic c c ciiiip p p pa a a attttiiiio o o on n n n G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sWHY MARKETING STRATEGY IS NECESSARY 1 1 1 1....S S S Sy y y ys s s stttte e e em m m ma a a attttiiiic c c c ffffu u u uttttu u u ur r r riiiis s s sttttiiiic c c c tttth h h hiiiin n n nk k k kiiiin n n ng g g g b b b by y y y m m m ma a a an n n na a a ag g g ge e e em m m me e e en n n ntttt 2 2..B Be etttte er r c co o o or rd diin na attiio on n o off c co om mp pa an ny y e effffo or rtts s 2 2..B Be etttte er r c co o o or rd diin na attiio on n o off c co om mp pa an ny y e effffo or rtts s 3 3 3 3....D D D De e e ev v v ve e e ellllo o o op p p pm m m me e e en n n ntttt o o o offff b b b be e e etttttttte e e er r r r p p p pe e e er r r rffffo o o or r r rm m m ma a a an n n nc c c ce e e e s s s stttta a a an n n nd d d da a a ar r r rd d d ds s s s ffffo o o or r r r c c c co o o on n n nttttr r r ro o o ollll 4 4 4 4....S S S Sh h h ha a a ar r r rp p p pe e e en n n niiiin n n ng g g g o o o offff o o o ob b b bjjjje e e ec c c cttttiiiiv v v ve e e es s s s a a a an n n nd d d d p p p po o o olllliiiic c c ciiiie e e es s s s 5 5 5 5....B B B Be e e etttttttte e e er r r r p p p pr r r re e e ep p p pa a a ar r r re e e e ffffo o o or r r r s s s su u u ud d d dd d d de e e en n n n n n n ne e e ew w w w d d d de e e ev v v ve e e ellllo o o op p p pm m m me e e en n n ntttts s s s 6 6 6 6....M M M Ma a a an n n na a a ag g g ge e e er r r rs s s s h h h ha a a av v v ve e e e a a a a v v v viiiiv v v viiiid d d d s s s se e e en n n ns s s se e e e o o o offff p p p pa a a ar r r rttttiiiic c c ciiiip p p pa a a attttiiiio o o on n n n G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sMARKETING STRATEGY G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sMARKETING STRATEGY G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sSTRATEGIC MARKETING PLANNING G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sCONTENTS OF MARKETING PLAN  B B B Bu u u us s s siiiin n n ne e e es s s ss s s s M M M Miiiis s s ss s s siiiio o o on n n n S S S Stttta a a atttte e e em m m me e e en n n ntttt  O Ob bjje ec cttiiv ve es s O Ob bjje ec cttiiv ve es s  S S S Siiiittttu u u ua a a attttiiiio o o on n n n A A A An n n na a a alllly y y ys s s siiiis s s s ( ( ( (S S S SW W W WO O O OT T T T) ) ) )  M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g S S S Sttttr r r ra a a atttte e e eg g g gy y y y 1 1 1 1....T T T Ta a a ar r r rg g g ge e e etttt M M M Ma a a ar r r rk k k ke e e etttt S S S Sttttr r r ra a a atttte e e eg g g gy y y y 2 2..M Ma ar rk ke ettiin ng g M Miix x 2 2..M Ma ar rk ke ettiin ng g M Miix x 3 3 3 3....P P P Po o o os s s siiiittttiiiio o o on n n niiiin n n ng g g g 4 4 4 4....P P P Pr r r ro o o od d d du u u uc c c ctttt 5 5 5 5....P P P Pr r r ro o o om m m mo o o ottttiiiio o o on n n n 6 6..P Pr riic ce e 6 6..P Pr riic ce e 7 7 7 7....P P P Plllla a a ac c c ce e e e – – – – D D D Diiiis s s sttttr r r riiiib b b bu u u uttttiiiio o o on n n n 8 8 8 8....P P P Pe e e eo o o op p p plllle e e e 9 9 9 9....P P P Pr r r ro o o oc c c ce e e es s s ss s s s G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sE MARKETING G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sE MARKETING e e e eM M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g iiiis s s s tttth h h he e e e p p p pr r r ro o o oc c c ce e e es s s ss s s s o o o offff m ma ar rk ke ettiin ng g a a b br ra an nd d u us siin ng g tth he e m ma ar rk ke ettiin ng g a a b br ra an nd d u us siin ng g tth he e IIIIn n n ntttte e e er r r rn n n ne e e etttt.... IIIItttt iiiin n n nc c c cllllu u u ud d d de e e es s s s b b b bo o o otttth h h h d d d diiiir r r re e e ec c c ctttt r r r re e e es s s sp p p po o o on n n ns s s se e e e m m m ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g a a a an n n nd d d d iiiin n n nd d d diiiir r r re e e ec c c ctttt m m m ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g e e e elllle e e em m m me e e en n n ntttts s s s a a a an n n nd d d d u u u us s s se e e es s s s a a a a r r r ra a a an n n ng g g ge e e e o o o offff tttte e e ec c c ch h h hn n n no o o ollllo o o og g g giiiie e e es s s s tttto o o o h h h he e e ellllp p p p c c c co o o on n n nn n n ne e e ec c c ctttt b b b bu u u us s s siiiin n n ne e e es s s ss s s se e e es s s s tttto o o o tttth h h he e e eiiiir r r r c c c cu u u us s s stttto o o om m m me e e er r r rs s s s.... G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sE MARKETING P P P Pu u u ub b b blllliiiic c c c R R R Re e e elllla a a attttiiiio o o on n n n S S S Sa a a alllle e e es s s s p p p pr r r ro o o om m m mo o o ottttiiiio o o on n n n.... B Br ro oc ch hu ur re ew wa ar re e.. B Br ro oc ch hu ur re ew wa ar re e.. D D D Diiiir r r re e e ec c c ctttt s s s se e e elllllllliiiin n n ng g g g.... C C C Cu u u us s s stttto o o om m m me e e er r r r r r r re e e elllla a a attttiiiio o o on n n ns s s sh h h hiiiip p p p m m m ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g.... M M M Ma a a ar r r rk k k ke e e etttt r r r re e e es s s se e e ea a a ar r r rc c c ch h h h.... M M M Ma a a an n n na a a ag g g giiiin n n ng g g g s s s su u u up p p pp p p plllliiiie e e er r r r r r r re e e elllla a a attttiiiio o o on n n ns s s sh h h hiiiip p p ps s s s.... G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sE MARKETING G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sE MARKETING G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sADVANTAGES OF E MARKETING  S S S Se e e elllllllliiiin n n ng g g g g g g go o o oo o o od d d ds s s s a a a an n n nd d d d s s s se e e er r r rv v v viiiic c c ce e e es s s s o o o on n n nlllliiiin n n ne e e e....  A A A Ad d d dd d d diiiittttiiiio o o on n n na a a allll c c c cu u u us s s stttto o o om m m me e e er r r r s s s se e e er r r rv v v viiiic c c ce e e e....  S S S Sa a a av v v viiiin n n ng g g g o o o ov v v ve e e er r r rh h h he e e ea a a ad d d d c c c co o o os s s stttts s s s....  E E E Ex x x xc c c ciiiittttiiiin n n ng g g g a a a an n n nd d d d s s s siiiiz z z zz z z zlllliiiin n n ng g g g m m m me e e ea a a an n n ns s s s o o o offff v v v viiiis s s su u u ua a a allll iiiim m m mp p p pa a a ac c c ctttt....  E Ev ve er ry y h hiitt c co ou ulld d g ga aiin n a a p po otte en nttiia all c cu us stto om me er r.. E Ev ve er ry y h hiitt c co ou ulld d g ga aiin n a a p po otte en nttiia all c cu us stto om me er r..  P P P Pr r r riiiin n n ntttt a a a an n n nd d d d m m m ma a a aiiiilllliiiin n n ng g g g c c c co o o os s s stttts s s s a a a ar r r re e e e llllo o o ow w w we e e er r r r....  R R R Re e e ed d d du u u uc c c cttttiiiio o o on n n n iiiin n n n o o o or r r rd d d de e e er r r r p p p pr r r ro o o oc c c ce e e es s s ss s s siiiin n n ng g g g a a a an n n nd d d d h h h ha a a an n n nd d d dlllliiiin n n ng g g g c c c co o o os s s stttts s s s.... G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sADVANTAGES OF E MARKETING  E E E En n n nh h h ha a a an n n nc c c ce e e ed d d d a a a afffftttte e e er r r r s s s sa a a alllle e e es s s s s s s se e e er r r rv v v viiiic c c ce e e e....  D Diis sttr riib bu uttiio on n o off d diig giitta all p pr ro od du uc ctts s v viia a tth he e w we eb b.. D Diis sttr riib bu uttiio on n o off d diig giitta all p pr ro od du uc ctts s v viia a tth he e w we eb b..  G G G Ge e e etttt c c c cllllo o o os s s se e e er r r r tttto o o o tttth h h he e e e c c c cu u u us s s stttto o o om m m me e e er r r r.... G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sSACCESSFUL E MARKET STORY M M M Ma a a ar r r rk k k k Z Z Z Zu u u uc c c ck k k ke e e er r r rb b b be e e er r r rg g g g G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s sF Fo or r M Miilllliio on ns s o off Y Ye ea ar rs s,, IIn n M Miilllliio on ns s o off H Ho om me es s F Fo or r M Miilllliio on ns s o off Y Ye ea ar rs s,, IIn n M Miilllliio on ns s o off H Ho om me es s IIII a a a am m m m B B B Br r r re e e ea a a atttth h h hiiiin n n n IIIIn n n n IIII a a a am m m m B B B Br r r re e e ea a a atttth h h hiiiin n n n O O O Ou u u utttt A A A A M M M Ma a a an n n n L L L Lo o o ov v v ve e e ed d d d A A A A W W W Wo o o om m m ma a a an n n n,,,, A A A A C C C Ch h h hiiiilllld d d d iiiitttt w w w wa a a as s s s B B B Bo o o or r r rn n n n S S S So o o o S S S Slllliiiip p p p IIIIn n n ns s s siiiid d d de e e e tttth h h hiiiis s s s F F F Fu u u un n n nk k k ky y y y H H H Ho o o ou u u us s s se e e e IIIItttt L L L Le e e ea a a ar r r rn n n ne e e ed d d d H H H Ho o o ow w w w tttto o o o H H H Hu u u ur r r rtttt a a a an n n nd d d d IIIItttt L L L Le e e ea a a ar r r rn n n ne e e ed d d d H H H Ho o o ow w w w tttto o o o C C C Cr r r ry y y y D D D Diiiis s s sh h h he e e es s s s iiiin n n n tttth h h he e e e S S S Siiiin n n nk k k k L Liik ke e H Hu um ma an ns s D Do o L Liik ke e H Hu um ma an ns s D Do o T T T Th h h he e e e T T T TV V V V s s s s iiiin n n n R R R Re e e ep p p pa a a aiiiir r r r IIII a a a am m m m B B B Br r r re e e ea a a atttth h h hiiiin n n n IIIIn n n n D D D Do o o on n n n’’’’tttt L L L Lo o o oo o o ok k k k a a a atttt T T T Th h h he e e e F F F Fllllo o o oo o o or r r r IIII a a a am m m m B B B Br r r re e e ea a a atttth h h hiiiin n n n O O O Ou u u utttt D D D Do o o on n n n’’’’tttt G G G Go o o o U U U Up p p p tttth h h he e e e S S S Stttta a a aiiiir r r rs s s s S So o S Slliip p IIn ns siid de e tth hiis s F Fu un nk ky y H Ho ou us se e S So o S Slliip p IIn ns siid de e tth hiis s F Fu un nk ky y H Ho ou us se e IIII a a a am m m m A A A Ac c c ch h h hiiiin n n n II a am m S Sh ha ak kiin n II a am m S Sh ha ak kiin n D D D Diiiis s s sh h h he e e es s s s iiiin n n n tttth h h he e e e S S S Siiiin n n nk k k k IIII a a a am m m m B B B Br r r re e e ea a a ak k k kiiiin n n n T T T Th h h he e e e T T T TV V V V s s s s iiiin n n n R R R Re e e ep p p pa a a aiiiir r r r L L L Liiiik k k ke e e e H H H Hu u u um m m ma a a an n n ns s s s D D D Do o o o D D D Do o o on n n n’’’’tttt L L L Lo o o oo o o ok k k k a a a atttt T T T Th h h he e e e F F F Fllllo o o oo o o or r r r IIII a a a am m m m B B B Br r r re e e ea a a atttth h h hiiiin n n n IIIIn n n n D D D Do o o on n n n’’’’tttt G G G Go o o o U U U Up p p p tttth h h he e e e S S S Stttta a a aiiiir r r rs s s s II a am m B Br re ea atth hiin n O Ou utt II a am m B Br re ea atth hiin n O Ou utt II a am m A Ac ch hiin n II a am m A Ac ch hiin n S S S So o o o S S S Slllliiiip p p p IIIIn n n ns s s siiiid d d de e e e tttth h h hiiiis s s s F F F Fu u u un n n nk k k ky y y y H H H Ho o o ou u u us s s se e e e IIII a a a am m m m S S S Sh h h ha a a ak k k kiiiin n n n W W W Wiiiig g g gg g g glllle e e e W W W Wh h h hiiiilllle e e e Y Y Y Yo o o ou u u u W W W Wo o o or r r rk k k k IIII a a a am m m m B B B Br r r re e e ea a a ak k k kiiiin n n n A A A An n n ny y y yb b b bo o o od d d dy y y y C C C Ca a a an n n n T Th he e R Ra aiin n iis s P Po ou ur riin n iin n o on n a a W Wo om ma an n M Ma an n T Th he e R Ra aiin n iis s P Po ou ur riin n iin n o on n a a W Wo om ma an n M Ma an n L L L Liiiik k k ke e e e H H H Hu u u um m m ma a a an n n ns s s s D D D Do o o o IIII a a a am m m m A A A Ac c c ch h h hiiiin n n n IIII W W W Wo o o or r r rk k k k IIII S S S Slllle e e ee e e ep p p p IIII D D D Da a a an n n nc c c ce e e e IIII a a a am m m m D D D De e e ea a a ad d d d IIII a a a am m m m S S S Sh h h ha a a ak k k kiiiin n n n IIII a a a am m m m E E E Ea a a attttiiiin n n ng g g g,,,, IIII a a a am m m m L L L La a a au u u ug g g gh h h hiiiin n n n IIII a a a am m m m L L L Lo o o ov v v viiiin n n n m m m my y y y S S S Se e e ellllffff IIII a a a am m m m B B B Br r r re e e ea a a ak k k kiiiin n n n W W W We e e e a a a ar r r re e e e E E E Ea a a attttiiiin n n ng g g g o o o offffffff P P P Plllla a a atttte e e es s s s W W W We e e e K K K Kiiiis s s ss s s s w w w wiiiitttth h h h o o o ou u u ur r r r L Liik ke e H Hu um ma an ns s D Do o L Liik ke e H Hu um ma an ns s D Do o T T T To o o on n n ng g g gu u u ue e e e IIII a a a am m m m B B B Br r r re e e ea a a atttth h h hiiiin n n n IIIIn n n n L Liik ke e H Hu um ma an ns s D Do o L Liik ke e H Hu um ma an ns s D Do o IIII a a a am m m m B B B Br r r re e e ea a a atttth h h hiiiin n n n O O O Ou u u utttt G G G Ge e e eo o o oIIIIn n n nffffo o o or r r rm m m ma a a attttiiiio o o on n n n a a a an n n nd d d d IIIIC C C CT T T T iiiin n n n M M M Ma a a ar r r rk k k ke e e etttt R R R Re e e es s s se e e ea a a ar r r rc c c ch h h h – – – – M M M Ma a a ar r r rk k k ke e e ettttiiiin n n ng g g g N N N No o o otttte e e es s s s
sharer
Presentations
Free
Document Information
Category:
Presentations
User Name:
EdenKelly
User Type:
Professional
Country:
United States
Uploaded Date:
12-07-2017