Chapter 7 Business Marketing

Avon does business marketing because they went and still are green by doing that they are helping the environment going green. Avon does to business-to-business electronic commerce because some stores other than Avon are selling some of Avon's products. Avon does do disintermediation because it is helping their business. They are selling products to stores that many people go in to. When Avon agrees to let stores sell their products there is a little catch that is that the company Avon is agreeing to sell their products to need to sell Avon's products for the full price no discount. This is because both Avon and the company need to make business. If a company does sell a product for cheaper and doesn't tell Avon both companies can lose money which is a very bad thing. This is a example of strategic alliance. Avon will believe in relationship commitment when the company they are agreeing to sell their products is selling many products and both companies are doing good from this. If Avon is selling products to a company that is not doing good Avon will not keep a relationship commitment because it is hurting their business.
When Avon agrees to let some companies sell their products Avon needs to have trust in that company. Trust is when Avon would have confidence in the other company that they would sell a good portion of their products. The bad part of trust is that if the company does not sell both Avon and the other company will most likely loss business which is never a good thing. Avon does use original equipment manufacturers because they made their own website based on Avon's company name. Avon is part of the North American Industry Classification System because Avon is almost every where in the world. Avon is in China, New Jersey, Boston and Maryland just to name a few. Avon has some of their products that are derived demand meaning that many customers are demanding a specific product. One of Avon's product that people are demanding are specific perfumes that represent their moods. Avon has many perfumes that fit each mood including happy,gloomy, exotic and funky just to name a few. Avon has a few joint products such as perfumes and colognes. Fergie is one example because Avon wanted a new perfume that would not be to strong or to weak so Fergie helped Avon out by putting her own twist on the perfume and for doing that her name is on the bottles of perfumes she helped create. Derek Jeter is another example because he came out with his own cologne exclusive for Avon.
Avon is a multiplier effect because when one or a few of their products sell a lot they need to get more. Sometimes because there is such a high demand for a product a product may take a extra 4-6 weeks to get delivered. Avon has a business-to-business online exchange because Avon has their own website where you can order products online and have them directly shipped to your house. Avon can have reciprocity because some customers will stick to the representatives they have now. People who sell Avon are known as representatives. For example in my neighborhood there is a Avon representative that I like if a new Avon representative would come in to my neighborhood I would not switch because I am happy with my representative now. Avon has major equipment  installations because they use computers to design some of their products. Some Avon representative have accessory equipment such as staplers, pens, pencils and paper just to name a few. Avon does not specifically sell raw materials but in some of their products that have oils.
Some of Avon's products are component parts because some of them need little or no help at all. Most of Avon's products are already finished because they want new products on the market quick to see how they will do. The products that need parts to be added will take longer to get out on the market which means Avon can lose business if the product is not ready. Avon uses processed materials by using some of the same bottles. For example Avon has big bottles for the big sprays and little bottles for the travel size products once those products are done Avon may use the bottles again and help the environment by recycling. When people are asked to make a design for a product they will but only one design will be put on the bottle. The designs that do not make it on the bottle are examples are suppliers those are parts that do not make the final product. Almost all of Avon's managers are a part of the buying center because they are going to spend money to display products that they think will sell in the store. There are two stores close to me and both of them have some of the old products but mostly the new products. Those stores want to sell most of the new products to give them a chance and see how they do. Avon's products can have new buys because they can come out with new products and people need to buy those products so they can be considered new buys. Most of the time Avon does not use modified rebuy because most of  their products are agreed upon already and everyone has agreed on it. Sometimes Avon will modify rebuy if a customer complains. Avon has mostly straight rebuy because almost all of Avon's customers like their products and most of the time do not have problems.

Chapter 8 Segmenting and Targeting Markets.

Many stores have their own market products. Avon's market is things that people need and want. Some need products that Avon sells is deodorant and shower wash's. People need those things so they can stay clean and not smell. Almost everyone has the same market segment. People need food,water and clothing to survive. Most of Avon's products are market segmentation because each product has a group to which it belongs to. Avon has many segmentation bases such as Avon has many perfumes which is in one category called fragrance. Avon also sells lip gloss, lipstick, eye liners and eye shadows all those products would be under one specific group called makeup.  Avon sells to people from different states and countries this is a example of geographic segmentation because Avon does not only sell to one place they sell to multiple places. Many of Avon's products are demographic segmentation because they have products for different age groups and color. Avon has products for males, females,children, teenagers, young adults, adults and elder people. Some of Avon's products have family life cycle because when people order Avon the representatives can see what they are ordering and from that determine what Avon books they should get. For example if a person orders makeup a representative would give that customer a Avon book that has a good makeup sale.                                                                                                                                                     Avon can be considered psychographic segmentation because they sell products for different moods. Avon has products that are simple for plain people, they have colorful products for the people who are happy and full or energy, they have products that are exotic for the people who like crazy patterns. Most of Avon's products are benefit segmentation because they can help to many things. For example Avon has products that can reduce wrinkles on old people, help people reduce their acne, help people cook and help people find a right color lip gloss or lipstick by trying samples. Avon uses usage-rate segmentation on most of their products. The products that sell the most you will see if almost every Avon book. The products that do not sell very well you will only see those products once in awhile not very often. Avon optimizes their option by seeing what is best for them and their customers.

Chapter 11 Developing and Managing Products

Every company comes out with new products every so often. A new product is a product that is new to the world, the market, the producer and the seller. Some new products that Avon has come out with are jewelry, bronzing powder, lip gloss, eye shadows, nail polishes, some new fragrant's, shoes and clothes including pajamas. Avon does use a new product strategy because it helps them in their business. Avon knows that people get tired of the same thing that's why they make new products to keep the customer happy. Avon is a company that makes many new products within a time period. Avon sometimes will ask people how they want to fell when they were a fragrance and Avon will listen to the people because they want the business. This is a example of product development because the company is making the new product that the customer wants. Avon does use brain storming because when they try and create the look of something they need multiple ideas to start with. Avon than they will use screening to see which idea best fits the product meaning which idea represents the product.                                                                                                                                         Avon does use a concept test to see if the idea fits the product if it sounds good or even the way something is shaped.Avon may want a big or small bottle for a fragrance.  Avon then will use a business analysis which is to see how big the bottle should be and what the cost is and if should they make a gift set with this product or not or any product. Development is a big thing in any company. Development is a stage that will show you what the product will look like. If a company is not happy with their development they need to fix it and figure out what went wrong. If a company likes their development that's one less thing off their mind.Avon a few times has not liked the way some of their products have come out so they fix it. Avon a few times has had to use simultaneous product development because they were short on time. Simultaneous product development is when a company shortens the development process. Some companies will do a test market which is to let people try a product before it is released. Avon does this by giving out samples of their new products.  When a new product comes out from Avon they will sell you a product for a little cheaper than its regular value. Avon does this so if the customer likes the sample they can buy the product for a little cheaper before it goes up to its original price. This is a example of simulated market testing.                                 Avon has made a good decision by commercialization for their products. Most of Avon's products do sell very well especially when their are great deals. When Avon comes out with new products many people like that certain product and become innovation. Innovation is a new product that a customer likes. In Avon's company many people spread the word if they like a certain product they tell their friends and family about it . This is a example of diffusion and Avon can greatly rely on that. Avon's products have a good product life cycle. Some products do better than other's that's basically the same in every company. Avon has multiple product categories. Avon has products for men, women and teens. Avon has products for your face, for taking a shower, for going out and much much more. For Avon's product the introductory stage is when they give samples to people and when they give the customer a introductory special of the product meaning they don't charge them full price. Many of Avon's products reach a growth stage which is where the product sells very well and sometimes can be more than expected meaning that a company never thought the product would get very far but it did. Some products can reach a maturity stage which is when the product is not getting as many sales as it was in the beginning. A declining stage is when hardly any dales are being made on a product. At that point a company should drop that product and try and create a similar or even better product.

Chapter 10 Product Concepts

Avon has many products that they sell. Avon has many consumer  products that they like to sell including lip gloss, lipstick and eye liners.Avon has a few shopping products such as perfumes , lotions, shower gels and gift sets. For example Avon has some celebrities that came out with perfumes exclusive for Avon those perfumes are more expensive then the other perfumes they have. Avon has had some customers buy a specialty product. When Avon is faced with a customer that wants a specific product that is discontinued they tell that customer that they have something similar to that. Sometimes customers are hesitate to buy that new product but they are willing to try it because it is close to what they want. If they are not happy with that product Avon with gladly take it back and give that customer their full refund. Avon has a few unsought products such as baby clothes and shoes. Not many people buy clothes from Avon but people like the make up and perfumes they sell. Avon's product items were the perfumes that the celebrities came out with. Some celebrities that made perfumes came out with a product line. For example Fergie  came out with two perfumes her first one is called outspoken and her second one is called outspoken 2 intense. Avon has a big product mix they are lip glosses, perfumes, eye liners, mascara's and lip sticks. Avon's product mix width depends on how good a product does. If a product does good they will expand that product to more sizes, color or creativity. Some of Avon's product line depth is big because it was successful.                                                                                              Avon's brand is their word Avon they have it in boldface or the word pops out. Avon is known for their flexible schedule they will work with and around your schedule. Avon's brand loyalty is good. If a customer likes a product most of the time they will keep ordering it unless it gets discontinued. Most of Avon's old products are still doing good some of their new products are doing good also which is good. Avon has a few private brand products that they came out with. One such product was a barbie that has exclusive  was for Avon. Avon uses family brand on their products because if a product does good they will add more things to it. The products Avon sells can only be found in their books or online. The only way a store would have Avon products is if someone in that store ordered something from Avon and reselling it. Avon has persuasive labeling for some products such as their breast cancer products and their go green products. What Avon does is that in their books they enlarge the picture of the product and have the wording sometimes in small print.

Chapter 18 Sales Promotion

Avon uses consumer sales promotion because what Avon does is that they have gift sets that they sale. In the gift sets they have a spray and other products such as lotion and a shower gel. The spray equals the value of the gift sets by itself. Avon objectives are to sell the perfumes and sprays that are their best sellers. When a new product comes out their goal is to get many people to try it and if they like it to buy that specific product. Avon does give discounts and coupon codes on coupon gurus its a website that I found while I was looking up information about Avon. Avon does to premium's.Sometimes they offer you a deal that says buy this product and get this product for free. Avon uses sampling by giving out free samples if a customer wants to try a product. On Avon's website and the coupon gurus websites they give you codes that you need to use so you can get a discount this is a example of point of purchase display. Avon also uses this at a few store's.
        What some Avon representatives do is that when they get a new customer they give that person a free gift as a thank you for ordering. Also what some Avon representatives do is that if they have a customer that has over a $50 order they will give that customer a free item for ordering so much. What Avon does is that if you are selling Avon you can get better deals on the products and see the new products before anyone else. While selling Avon it is good to have a good relationship with your customers talk to them about products they like or want to try this is a example of relationship selling. Avon uses the seven steps in the sales process to help them out. Those steps are generating leads, qualifying leads, approaching the customer, developing and proposing solutions, handling objections, closing the sale and following up. Each Avon representative does these steps in their own specific way.
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Chapter 17

Avon is  part of advertising response function because this year they noticed a difference. This year they are doing more advertising and noticing that they are getting more representatives and customers. On Avon's website they have product advertising they tell you about the product. Avon does to advertising campaign on T.V. they have a commercial and in it they say how Avon can fit in to your schedule because Avon is very flexible. Avon medium's is some of the news channel like channel 2 and 4. Avon uses T.V and outdoor media's.  By outdoor media people tell each other about Avon and the  benefits. Avon uses reach because at different times during the day Avon's advertising comes up on T.V. Avon sponsors Breast Cancer and go green for the environment. Avon sells bracelets,umbrella's and pins to support breast cancer and that money goes to a foundation.

Chapter 15 Retailing

Every retail store has their own way of greeting customers when they walk in. Some people say hi how are you may I help you with anything today. Others say their name and if there is anything I can help you with let me know. In some retail stores you may feel like your being followed that's not a good feeling cause that may cause a person to leave. The people at the retail store I went to were nice they greeted me right away. The person I asked a question to gave me a answer right away and it was helpful. Another person helped me find something I was looking for. My experience was good I had no problems. I had a few questions to ask and they got answered which was good. I was looking for something specific and in a specific color and they looked up the information in the computer to see if they had it in stock or when they were getting new stock on it.

Chapter 6 Decision Making

Avon has used some celebrities to help them sell products. Some celebrities are Fergie and Reese Witherspoon.  Avon uses internal information search's  because when a customer buys a product and they want to reorder that product but don't remember the name Avon can look back in their records and see what that person ordered and order it for them. Avon uses both door to door sales and brochures to advertise its products. Avon uses involvement in their products by seeing what things sell and what things don't sell. When products sell good Avon will order more of that specific item. What doesn't sell Avon will not order as much of. Avon has a few values such as Trust which  means they want to live and work in an environment where communications are open, where people feel free to take risks, to share their points of view and to speak the truth as they see it. Trust people to do the right thing. Respect helps us to value differences, to appreciate each person for her or his unique qualities. Belief. Trust associates that will take responsibilities and be the very best they can be. Believe in someone and show it and that person will move mountains to prove you’re right. Humility. Avon makes mistakes just like everyone else they are not perfect. When they make a mistake they fix it. Integrity. Avon  fulfill's  a duty of care, not only to their Representatives and customers in the communities they serve, but to their colleagues and themselves. Avon has different products for different age groups. Avon has products for both men and women and Avon sells to both groups. Avon's perception is to sell products and help the environment at the same time. Avon is now using recycled paper to help go green. Avon's motives are to help people find products they like and tell people about it. 

Chapter 5 Developing a Global Vision.

Avon is a global marketing because Avon has representatives in different states including New York, New Jersey, Maryland and Connecticut.  Avon's global vision is to best understand and satisfy the product, service and self-fulfilment needs of women globally. Avon plans to do  more job outsourcing in a few places such as  Calif,  Atlanta, Ga, and Rye, N.Y.  Avon plans to lay off  50 workers in Delaware and reduce 300 workers in Spring dale, Ohio. Avon is a multinational corporation because they have helped saved water in a few states. For example  by using air-cooling compressors and operations in Canada they conserved 5 million gallons of water. In Zanesville, Ohio the  Distribution Center is estimated to save 5.5 million gallons a year due to green design elements such as rainwater harvesting and water-saving plumbing fixtures.In 2010, Avon reduced overall water usage by 10 percent in manufacturing operations and by 23 percent throughout administrative facilities and distribution centers. Avon is committed to women of all cultures and age groups. Avon does to some exporting but not a lot.  The internet has helped Avon get more customers because so many people use the internet to shop online now. 

Chapter 4

Avon's target market is women. During the year Avon sell's all types of things for different holidays. For example during the month's of January and the first two weeks of February Avon sell's teddy bear's and pink shirt's for valentine's Day. During the rest of February and the first week of March Avon sell's things for St.Patricks Day including green jewelry. During March and the first week of April Avon sell's things for easter some products including easter egg earrings and little stuffed animal bunnies. During April and the first week of May Avon sell's nice rings and cook wear for mother's day. May and June Avon advertise's stuff for 4th of July some things including red,whit and blue flip flop's, pin's and tote bags. July and August Avon goes big with their summer stuff including shirt's,short's,skirt's,bag's and shoes. September and October Avon start's getting things ready for Halloween products are candle holders that have spider's,spider web's on them and ghost's. October and up until the second week of November Avon advertise's things for Thanksgiving. November and up until the second week of December Avon sell's Christmas stuff including stuffed animals that sing, card holder's and ornament's for your tree. Most women sell Avon because Avon sell's more women product's then men's product's. Some men do sell Avon but they don't get as many customers as they would like. Avon does have a wrbsite where you can order stuff online because they know that most people today use the internet for many things. Avon sell's to many ethnic group's including Hispanic Americans,African Americans,Chinese Americans and Asian Americans.

Ethics and Social Responsibility

Owning a company is a big thing you need to follow rules and guidelines. Some companies develop a code of ethics which is to help managers and employees make better decisions. Avon realizes that the economy is not good so they lowered their prices even more and have more deals then they have ever had before. Avon every year what they to is for breast cancer awareness moth which is in October they have a walk and they sell products. The proceeds they get during that month go towards a breast cancer foundation. Growth of social responsibility include four things philanthropic responsibilities, ethical responsibilities,legal responsibilities and economic responsibilities. Philanthropic responsibilities are contribute resources to the community and improve the quality of life. Ethical responsibilities include do what is right,just and fair. Legal responsibilities include obey the law and play by the rules. Economic responsibilities include be profitable meaning that profit is the foundation on which all other responsibilities lay on. 

Strategic Planning

Avon's plan is to attract customers by their products. Their products vary with age. Avon has both products for young people and old people. People are attracted to Avon because of their low prices and the good deals they have. Avon has make up and nail polish  for all different age groups. Avon has competitiveness from Revlon because they have make up for different age groups as well. Avon also has competitiveness from Essie because they sell nail polish also. 

Avon

Avon is a market orientation because they reach out to their customers they want what is best for their customers. Avon brings in customers by listening to what the people want and delivering to the customers and constantly bringing in new products and samples that people and customers can try.


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