Bottom-end market / downmarket- рынок для (Am. downscale) потребителей с низким доходом
Profit margirne- чистая прибыль в виде процентов от продаж
Pricing- ценообразование
TASKS
1. Fill in the gaps with the world from the box
Таблица 10
| Marketing mix marketing customers Persuade positioned satisfy needs |
1) Today competition is stiff, and companies which can best __________of the customers will survive and make the largest profits.
2) The factors that help a firm to sell its products are known as the________.
3) ____________ means promoting goods and services to customers.
4) The product should be distributed to the most convenient place for ________to buy it.
5) The company is looking for a trade representative possessing high communicative skills and being able to______________ people.
6) "Zolotaya bochka" is_________________ on the market as beer of high quality.
2. Fill in the prepositions or adverbs
Teenage marketing: word-of-mouth approval
The natural habitat (1) ___________Japanese teenagers is a small area (2) ____________central Tokyo between Shibuya and Harajuku stations which is full (3) ________ boutiques and music shops. (4)__________weekends, teenagers (5) _________the city and the surrounding provinces go there to spot the latest street fashions. The area is also a magnet (6)__________ anyone researching or selling (7)_________ the teenage market: fashion and cosmetics companies, record producers, editors (8)_________young fashion magazines, soft drink and snack promoters, and makers (9)___________games and gadgets.
One such company was Bandai, the toy company responsible (10) ________ Tamagotchi, the eggshaped, pocket- sized virtual pet which swept the world in the late 1990s. Tamagotchi's first appearance was (11) ______ a test marketing exercise (12)______ the streets (13)_________Shibuya.
The schoolgirls that saw it were so impressed that told all their friends, and the first Tamagotchi to hit the shops sold (14) ________immediately. Such is the power of word of mouth. Normally, word-of- mouth promotion is free, but impossible to arrange. In Japan it can be arranged__________ (15) ________ a price. There are agencies (16) _________hundreds (17) __________teenagers (18)________their books who receive new products and tell their friends (19)_______ them, others are paid to queue up (20)__________ a new product or opening of a new store, creating an "artificial buzz" (21)_______it. Mr. Morita set (22) ______the agency Teens Network Ship which is the best specialist (23)____________the teenage market, and often uses informal, word-of-mouth style marketing methods. It has a register of 2000 senior high pupils in the Tokyo area, and is now expanding nationally. Information spreads more rapidly (24) _______the 15 to 18 age group than (25) ______any other life stage. A teenager tells (26) __________average 50 of his or her friends (27) _________the "discovery", so that a group of 1,000 can spread the word (28) ________-50,000 or more.
VOCABYLARY
Approval – одобрение Habitat-среда
To spot- узнать, заметить, увидеть (разг.)
Gadgets- технические новинки
То sweep / swept / swept- здесь: охватить, пронестись
То hit the shops-попасть в магазины
3. Translate into English
Маркетинг можно определить как человеческую деятельность, направленную на удовлетворение потребностей путем создания и обмена товаров и услуг. В настоящее время концепция маркетинга заменила концепцию продаж. Концепция продаж означает, что покупателей надо убедить в необходимости товаров и услуг, которые им не очень нужны. Концепция маркетинга, напротив, означает, что производитель должен производить продукты, в которых нуждаются покупатели.
К маркетингу можно подходить с точки зрения комплекса маркетинга. Компонентами этого комплекса являются продукт, цена, место, продвижение каналам при правильной поддержке. Опыт компании «Харлей- Девитсон» показывает, что можно добиться больших успехов, если следовать основным принципам маркетинга. Компания, единственный производитель тяжелых мотоциклов, в течение многих лет испытывала серьезные проблемы. Произошло сокращения прибыли, и над компанией нависла угроза банкротства. В своей работе компания ориентировалась на достаточно узкий рынок - молодых людей в «черных кожаных куртках». Для того чтобы выжить, компания должна была использовать основные принципы маркетинга. 1. Выявить группы или сегменты рынка. 2. Определить их потребности. 3. Позиционировать товары должным образом. Компания выявила многочисленную группу людей, родившихся после Второй мировой войны, которым в то время было около 40 лет. Эти люди испытывали кризис, типичный для этого возраста. Компания решила запустить новую модель и позиционировать ее таким образом, чтобы она удовлетворяла потребности данной целевой группы. Новая модель была предназначена для элитных покупателей. Компания добилась больших успехов. Продажи возросли, и прибыль выросла более чем в три раза. Сейчас компания ищет новые рынки в своей стране и за рубежом. Она не пострадала от иностранной конкуренции, как многие автомобильные и электронные фирмы.
Текст №7
Advertising
Advertising is a message to promote a product, a service, or an idea. The purpose of most advertising is to sell products or services. Advertising plays a key role in the competition among businesses for the consumer's money. In many businesses, the volume of sales depends largely on the amount of advertising done.
Manufacturers advertise to persuade people to buy their products. Large firms also use advertising to create a favourable image of their company. The company can advertise in many ways depending on how much it wishes to spend, and the size and type of the target audience. If the company wants to enter the market or launch a new product, it often starts an advertising campaign.
Such campaigns are usually very successful because people learn about new products or services.
When South African Brewery (SAB) started producing beer "Zolotaya bochka" in Russia, it invested lost not only in production, but in advertising the product. The advertising campaign was aggressive, and as a result this brand of beer is among the most popular ones.
o There are different ways of advertising:
o Newspapers
o Television
o Direct mail
o Radio
o Magazines
o Outdoor signs
o Other ways
(Transit advertisements, window displays, point-of-purshase displays, telephone directories and novelties).
Television is the chief medium used by advertisers. In the USA 100 largest advertisers spend on average 75 per cent of their advertising budgets on television. Food companies spend about 80 per cent on television, and candy, snack, and soft drink companies spend about 85 pen cent.
Adverising on TV is often criticised. People don't like it when programmes are interrupted every fifteen minutes. We know that the Duma passed a bill that would forbid running of commercials during television and radio programmes. In Russia TV advertising generates $300 million a year. Of course, advertising revenues are important, but there are international norms which recommend ad breaks every 45 minutes. These days outdoor advertising is popular in Moscow. Many people think it makes the city more beautiful. It is especially widely used by car manufacturers, clothing and telecommunications companies. Such advertising attracts wide audience and is cost- effective.
VOCABULARY
Advertising- реклама
Message- послание
Volume of sales- объем продаж
Manufacturers- производитель
Favourable- благоприятный
Target audience-целевая аудитория
To launch- запускать (завод, продукт)
Advertising campaing- рекламная кампания
Brewery- пивоваренный завод
Transit advertisements- реклама в городском транспорте
Window display- витрина
Point-ol - purshase display- выкладка на место покупки
Telephon directory- телефонный справочник
Novelties- мелкие товары (Календари, кружки, брелки,) для подарков
Medium- средство
On average- в среднем
Candy- конфеты
Snack- легкая еда
Revenues- доходы
Ad breaks = advertisement breaks- перерыв для рекламы
Outdoor advertising- наружная реклама
Cost-effective- эффективный
TASKS
1. Try not to look at the text and say what these numbers refer to:
1)100; 3) 300; 5) 80; 7)75.
2) 45; 4) 15; 6) 85;
2. Match the words with their definitions
1) snack A. A public notice selling goods or services
2) manufacturer B. Income, especially total annual income
3) advertisement C. A person or company that makes goods from raw materials
4) revenues D. Process of making goods and services known to people
5) advertising H. Light meal
3. Study the words in the box
Таблица 11
| Advertising- advertisement- publicity-Marketing- public relations |
Advertising- реклама товара, услуги или компании в средствах массовой информации, исходящая от коммерческого источника, например, производителя или розничного торговца.
Advertisement- объявления, реклама, анонс.
Слово advertisement исчисляемое.
То put / to place an advertisement in the newspaper / the magazine / on the Internet. An advertisement in «Moscow Times» brought lost of new customers.
Publicity - гласность, известность, слава; рекламные материалы; сообщение маркетингового характера в средствах массовой информации о компании или ее продукции, в отличие от рекламы, не оплачивается.
То seer publicity-добиваться гласности
to avoid publicity- избегать гласности
The new store was given a wide publicity. ( Новый магазин был широко
разрекламирован)
Marketing - все виды деятельности, направленные на стимулирование спроса на продукты и услуги, т.е. реклама, продвижение продаж, создание торговой марки, исследование рынка и т.д.
Public relations, or PR- связи с общественностью, сознательная попытка создать положительный имидж компании, показать, что компания преследует социальные интересы.
4. Match the definitions on the left with the words on the right.
1) Making a product or service known A. public relations
to the public (through the press,
television, cinema, etc.)
in order to sell it.
2) Attracting the public's attention but B. advertising
not necessary to sell
anything specific.
3) All the activities intended to stimulate С marketing
demand for products and services,
e. g. advertising, sales promotion,
branding, consumer tests, market
surveys and so on.
4) Part of marketing and promotion, D. publicity
but without direct involvement in selling.
Its function is to build up a good image
and reputation, to show that the firm is
socially aware and has the public interest at heart.
Таблица 12
| verb | person | thing |
| To advertise | Advertiser | (1)________ |
| To create | (2)________ | (3)________ |
| (4)________ | (5)________ | Competition |
Таблица 13