Report on Marketing Communication Mix, Personal Selling & Leadership

This report provides an overview of the marketing communication mix and its impact on personal selling within an organization. It emphasizes the importance of understanding key marketing communication concepts, including advertising, personal selling, publicity, and public relations, for effective product promotion and revenue generation. The report details the steps involved in personal selling, such as identifying and qualifying prospects, pre-call planning, making sales presentations, handling objections, and following up. Additionally, it explores various leadership theories, including contingency, situational, transformational, transactional, behavioral, great man, and trait theories, highlighting their relevance to marketing managers. The self-reflection section underscores the importance of these concepts for becoming a successful marketing manager and sustaining organizational growth in the market.

MARKETING
COMMUNICATIONS
MIX

Contents
INTRODUCTIONS...............................................................................................................................3
TASK....................................................................................................................................................3
Understanding of Key Marketing Communication Mix Concepts.....................................................3
Marketing Communication Mix Personal Selling..............................................................................3
Theories of Leadership which market manger have to follow and adopt in their organization..........5
Self-Reflections.................................................................................................................................7
CONCLUSION.....................................................................................................................................8
REFERENCES......................................................................................................................................9

INTRODUCTIONS
In organization it is very important for marketing administrative that they should take
care of all elements of marketing communication mix because these all elements will help
organization to hold customers in market for long term period and management also able to
make good reputation in market and management also generate more revenue from all this
elements. This is a responsibility of marketing team in organization that they have to always
make awareness of new product in market so that customers easily attracts (Rossiter, Percy
and Bergkvist, 2018). This report is based on how marketing communication mix is affected
personal selling of organization products. In this report it includes understanding of key
marketing communication mix concept and it also includes the theories of marketing
leadership. In this report it also includes the self-reflection on learning from this report.
TASK
Understanding of Key Marketing Communication Mix Concepts
It is very important for management of organization to have proper understanding of
marketing communication mix of their organization. Then only it is possible for management
to sell their personal products of organization in market. If management don’t have proper
understanding of marketing communication mix then it will create problem for organization
and they will not able to sell their products and if there products will not sell then there
revenue is not generate and then they face many problems to run their organization operations
and management will not able to survive long term in market (Lahtinen, Dietrich and Rundle-
Thiele, 2020). In this marketing communication the elements which include are most
important thing is advertising, personal selling, publicity, public relations, etc. this are very
most essential elements which marketing leaders have to take care for their organization
because of this only the organization products is able to sells in market and generate more
revenue and organization also gain competitive advantages in market.
Marketing Communication Mix Personal Selling
Personal promoting refers to a fixed of activities directed on the attainment of advertising
and marketing desires through organising and retaining direct buyer-vendor relationships
through private conversation. Personal promoting has a completely unique location with
inside the advertising and marketing conversation mix. While different promotional tools

(advertising, public relations, and income promotion) are non-private conversation tools, that
have one-manner conversation with the goal audience, private promoting permits the agency
to speak immediately with its goal clients (Kitchen, 2020). The key goal of private promoting
is to preserve current clients and convert possibilities into clients. Personal promoting
includes seven key steps are identifying prospects, qualifying prospects, pre-call planning,
approaching the prospect, making sales presentation, dealing with objections, remaining the
sale and follow-up. Let’s discuss all this step which is involves in personal selling in brief
which are explained below:
 Identifying Prospects: Identifying income possibilities enables companies decide if a
income lead is really well worth pursuing as a capability customer. It regularly makes
greater feel for companies to make investments income time, efforts and budget into
income possibilities, as income possibilities are much more likely to end up clients
with inside the future.
 Qualifying Prospects: The qualification level is to verify that your prospect is ready,
willing, and able to hold position to shop for their product earlier than they have to
spend a whole lot of time looking to pitch to him. That approach they have got a
hobby in what they are selling, they have got the sources to shop for it, and feature
authority to make the purchase (Kisiołek, Karyy and Нalkiv, 2021).
 Pre-call Planning: Effective pre-name making plans enables their salespeople
convert greater prospects, but many salespeople both do not do pre-name making
plans, or they do not do it well. As the manager, you may assist their salespeople win
greater offers with the assistance of using education them in those key pre-name
making plans skills.
 Approaching the prospects: In this prospecting steps the management have to
wherein salespeople decide leads or prospects. The pre-method is used for getting
ready for the presentation via patron studies and purpose making plans for the
presentation. The method is while the shop clerk first of all meets with the patron and
determines a patron's wishes and needs.
 Making Sales Presentation: In this management have to make income presentation
entails the shop clerk imparting the product or service, describing its features and
probably demonstrating functions of the product. Ideally the income presentation
could be individualized to in shape the desires and dreams of the capability customer
(Harvey and Sanchez, 2022).

 Dealing with objectives: Good income control makes certain that every shop clerk
has his or her desires to paintings towards, and additionally makes certain that every
shop clerk has his or her running wishes met. With right route and motivation, the
income crew can flourish and growth the income of the business.
 Remaining sales and follow-up: The very last step with inside the private promoting
method is known as the 'comply with up. The comply with up includes the salesclerk
contacting the consumer after the sale to make certain that the consumer is satisfied. If
the consumer has any current problems with the product, the salesclerk will cope with
them (Halpern, 2020).
Theories of Leadership which market manger have to follow and adopt in their
organization
Leadership theories are the reasons of the way and why certain person become to be
leaders. They have to keep attention at their tendencies and behaviours that human beings
have to undertake to growth of their management capabilities. Some of the pinnacle
tendencies that leaders say are important to top management include: Strong ethics and
excessive ethical standards. There are many different types of leadership theories are there
which management have to adopt and follow in their organization.
 Contingency Theory: This concept proposes that no person manner or fashion of
management can be relevant to all situations. In different words, it acknowledges that
there are probably variables influencing any specific state of affairs, and a frontrunner
need to pick the proper path of action, taking into consideration the ones variables.
Effective management is ready putting the proper stability among desires, context,
and behaviour (Fill and Turnbull, 2019). The quality leaders have now no longer best
the proper developments however additionally the capacity to evaluate the desires in
their followers, examine the state of affairs at hand, and act accordingly.
 Situational Theory: This principle stresses the significance of situational variables
and does not remember anyone's management fashion to be higher than the others.
The situational theory is a mixture of elements which can be management fashion and
the adulthood tiers of the followers. According to this principle, one of their kind
conditions call for one of their kind forms of management and decision-making.
Leaders should act with the support of using judging the scenario they are facing.
 Transformational Leadership Theory: The transformational leadership concept,
additionally referred to as Relationship theories, makes a speciality of the connection

among the leaders and fans. This concept talks approximately the sort of chief who's
inspirational and charismatic, encouraging their fans to convert and grow to be higher
at an assignment (Chomvilailuk and Butcher, 2018). Transformational leaders
normally encouraged through their potential to reveal their fans the importance of the
assignment and the better precise concerned in appearing it. These leaders aren't
simplest centred at the group's overall performance however additionally deliver man
or woman group participants the specified push to attain his or her potential. These
management theories will assist you to sharp your Skill.
 Transactional Theories: Transactional Theories, additionally known as Management
theories or trade management theories, revolve across the function of supervision,
organization, and teamwork. These management theories remember rewards and
punishments as the premise for management actions. This is one of the oft-used
theories in business, and the proponents of this management fashion use rewards and
punishments to encourage employees (Smith and Zook, 2019).
 Behavioural Theory: In the behavioural Theory, the emphasis shifts from the trends
or characteristics of leaders to their behaviours and actions. In sharp comparison to
the Great Man Theory and the trait technique to management, this principle considers
powerful management to be the end result of many found out or received skills. It
proposes that an character can discover ways to end up a terrific leader. This is one of
the great management theories.
 Great Man Theory of Leadership: This is one of the earliest management theories
and is primarily based totally on the belief that management is an inborn phenomenon
and that leaders are born instead than made. According to this principle, someone able
to main has the character tendencies of a leader. The charm, confidence, intellect,
verbal exchange skills, and social aptitude from birth, which set them apart (Taufique,
2022). This principle emphasizes management as a first-rate that they have got both in
own or they do not and it is not always something that which they could learn.
 Trait Theory of Leadership: This idea walks with inside their tracks of the Great
Man idea in assuming that leaders are born with trends that lead them to extra
appropriate for their function of a leader than others who lack the ones natural-born
trends. As such, the idea pinpoints sure traits consisting of intelligence,
accountability, experience of responsibility, and creativity, amongst others, that we
could a person excel at leadership.

Self-Reflections
From this report I have learn so many things which help me to become successful
marketing manager in organization. This will help me to perform my responsibilities more
effectively in organization. In this I have learn that if I want to run and sustain my
organization for long-term in market then I have to perform various task and follow some
techniques which are like marketing mix communication which help to understand the market
scenario and I also able to sell the products. This is also creating very crucial moment in
organization if marketing team doesn’t perform their task more effectively (Todorova and
Zhelyazkov, 2021). Then it wills directly impacts on organization performance and their
growth and management will not able to sustain their organization for long term. This is why
it is very important for organization of management to run their organization for long term
period then it is compulsory to follow all the elements of marketing mix. If in market the
customer is aware of the products then it becomes easy for me to sell the products and
customer can easily trust on products. So first I have to make awareness of products in
market then only it is possible for me to sell the products because if customer doesn’t know
the product in market then they will not purchase their products. I have also learn that in
organization theories of leadership is also important as marketing mix communication
because theories of leadership help management to know which theories is suitable for
organization so that they adopt according to their situation which will arise in organization.
This will also help me to improve my leadership skills so that I am able to apply leadership
theory in organization according to the situation demands (Whitburn, Karg and Turner,
2020). This is very important for organization that leaders must play their role very
effectively then only their team members perform their task in effective and this will impact
organization profit and I am able to developed and grow my organization in market.

CONCLUSION
From this above report it has been stated that in organization it is very important that
marketing communication mix is very important for management to developed their
organization in market by following various elements of marketing mix which is necessary
for organization. In this report it has been conclude that marketing manager have to
understand the personal selling of marketing communication mix and it is briefly explained
that how it will impact in organization. In this report it also conclude the leadership theories
and it will explained in brief that how it will impact the organization if theories of leadership
will not follow rightly in organization. In this report it also conclude the self-reflection on
marketing communication mix and how it will impact my professional life and what are the
important things which I learned from this theory all things are briefly explained in this
above report.

REFERENCES
Books & Journals:
Chomvilailuk, R. and Butcher, K., 2018. The impact of strategic CSR marketing
communications on customer engagement. Marketing Intelligence & Planning.
Fill, C. and Turnbull, S., 2019. Marketing communications: touchpoints, sharing and
disruption. Pearson UK.
Halpern, N., 2020. Air transport marketing communications. Air Transport Management: An
International Perspective, pp.341-356.
Harvey, K.E. and Sanchez, L.M.P., 2022. Digital demands convergence of strategies, media,
and messages: firms mix content, social, and Native marketing. In Research
Anthology on Social Media Advertising and Building Consumer Relationships (pp.
257-282). IGI Global.
Kisiołek, A., Karyy, O. and Нalkiv, L., 2021. The utilization of Internet marketing
communication tools by higher education institutions (on the example of Poland and
Ukraine). International Journal of Educational Management.
Kitchen, P.J., 2020. Marketing communications. In A reader in marketing
communications (pp. 1-9). Routledge.
Lahtinen, V., Dietrich, T. and Rundle-Thiele, S., 2020. Long live the marketing mix. Testing
the effectiveness of the commercial marketing mix in a social marketing
context. Journal of Social Marketing.
Rossiter, J.R., Percy, L. and Bergkvist, L., 2018. Marketing communications: Objectives,
strategy, tactics. Sage.
Smith, P.R. and Zook, Z., 2019. Marketing communications: Integrating online and offline,
customer engagement and digital technologies. Kogan Page Publishers.
Taufique, K.M.R., 2022. Integrating environmental values and emotion in green marketing
communications inducing sustainable consumer behaviour. Journal of Marketing
Communications, 28(3), pp.272-290.
Todorova, G. and Zhelyazkov, G., 2021. Impact of marketing communication mix on
business results of SMEs. In SHS Web of Conferences (Vol. 120). EDP Sciences.
Whitburn, D., Karg, A. and Turner, P., 2020. The effect of digital integrated marketing
communications on not-for-profit sport consumption behaviors. Journal of sport
management, 34(5), pp.417-434.