From 6da4ffd353384b2bac5915d5742add1dd4ea7a54 Mon Sep 17 00:00:00 2001 From: Fede Date: Wed, 6 May 2026 08:21:24 -0300 Subject: [PATCH] resumen de ayer --- Seminario/presentacion1.org | 108 ++++++++++++++++++++++++++++++++++++ Seminario/presentacion1.pdf | Bin 0 -> 56488 bytes Seminario/presentacion2.org | 29 ++++++++++ Seminario/presentacion2.pdf | Bin 0 -> 46874 bytes 4 files changed, 137 insertions(+) create mode 100644 Seminario/presentacion1.org create mode 100644 Seminario/presentacion1.pdf create mode 100644 Seminario/presentacion2.org create mode 100644 Seminario/presentacion2.pdf diff --git a/Seminario/presentacion1.org b/Seminario/presentacion1.org new file mode 100644 index 0000000..acbd2ed --- /dev/null +++ b/Seminario/presentacion1.org @@ -0,0 +1,108 @@ +#+title: Presentacion 1 +#+author: Federico Polidoro +* Como hacer marketing +existen dos aproach: Escopeta y Rifle + + +* Modelo STP +El modelo STP es un clásico del marketing y no tiene mucha vuelta, pero se usa en absolutamente todo lo que quiera vender algo sin disparar al aire. + +STP = Segmentación, Targeting, Posicionamiento + +1. Segmentación +Acá básicamente agarrás el mercado y lo cortás en pedazos con sentido. +Podés segmentar por: + +- Edad (jóvenes, adultos, etc.) +- Ubicación (Rosario, Argentina, LATAM…) +- Comportamiento (compradores frecuentes, cazadores de ofertas) +- Intereses (tecnología, autos, fitness) + +La idea: dejar de pensar “vendo para todos” porque eso es lo mismo que no venderle a nadie. + +2. Targeting (selección del público objetivo) + +De todos esos segmentos, elegís cuál te conviene atacar. + +** Ejemplo: +Si vendés repuestos → no vas a apuntar a “todo el mundo”, sino a: + +- Talleres mecánicos +- Dueños de autos +- Empresas de logística + +Acá decidís dónde poner la plata y el esfuerzo. + +** Posicionamiento + +Esto es cómo querés que te perciban en la cabeza del cliente. + +Ejemplos típicos: + +- “el más barato”. +- “el más rápido”. +- “el premium”. +- “el especialista en X”. + +No es lo que vos decís que sos, es lo que el cliente realmente cree. + +Ejemplo rápido (modo vida real) + +Supongamos una repuestera: + +- Segmentación -> personas con autos + taller. +- Targeting -> talleres mecánicos de Rosario. +- Posicionamiento -> “el proveedor más rápido y confiable”. + +* Segmentacion B2B +En el contexto B2B, la segmentación no se basa tanto en personas individuales sino en empresas u organizaciones. Por eso cambia un poco el enfoque. + +Las variables más usadas son: + +- Tipo de industria +Rubro al que pertenece la empresa. +(Ej: talleres mecánicos, concesionarias, empresas de transporte) + +- Tamaño de la empresa +Cantidad de empleados, volumen de compras o facturación. +(Ej: taller chico vs cadena de talleres) + +- Ubicación geográfica +Dónde opera la empresa. +(Ej: Rosario, zona sur, interior de Santa Fe) + +- Comportamiento de compra +Frecuencia, volumen y forma de compra. +(Ej: compras recurrentes vs compras ocasionales) + +- Relación comercial +Nivel de vínculo con la empresa. +(Ej: clientes nuevos, habituales, con contrato o acuerdos especiales) + +- Necesidades específicas +Qué problema buscan resolver. +(Ej: rapidez en entrega, precio bajo, disponibilidad de stock) + +* Segmentacion B2C +En B2C la segmentación apunta a consumidores individuales, así que es más “humana” y menos corporativa que B2B. + +Las variables principales son: + +- Geográfica +Dónde vive el consumidor. +(Ej: ciudad, barrio, clima, zona urbana/rural) + +- Demográfica +Datos básicos y medibles. +(Ej: edad, género, ingresos, nivel educativo, ocupación) + +- Psicográfica +Cómo piensa y vive la persona. +(Ej: estilo de vida, intereses, valores, personalidad) + +- Conductual (comportamental) +Cómo se comporta al comprar. +(Ej: frecuencia de compra, lealtad, sensibilidad al precio, beneficios buscados) + +* Segmentacion Internacional +Consiste en tener en cuenta el contexto propio de un pais para poder hacer negocios. por ejemplo, Las necesidades de una sociedad en particular, el margen esperado, la cultura del lugar. diff --git a/Seminario/presentacion1.pdf b/Seminario/presentacion1.pdf new file mode 100644 index 0000000000000000000000000000000000000000..94e8fd85105acb12321788de50ae797e444a0dfa GIT binary patch literal 56488 zcmY!laBR8|4K5P{1p|frq%1BQ8!mmH)V%bP39- z(09v8EJ<}qP0mkA<+8KmDlREXP0Z!0xOFwmH~+Sqz~0~CA9k>ud0RJ`XM(e=g#$N> 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Comprender el mercado. + Una importancia que no entiende la importancia de su entorno puede perder clientes y PR. + + +* Las empresas no operan en el vacio +Una empresa no puede controlar todo lo que sucede fuera de ella pero si puede encontrar oportunidades o amenazas + +Una oportunidad puede ser: un cambio de consumo, una nueva tecnologia. + +Una Amenaza podria ser: + +** Desiciones +Son elecciones estrategicas que orienten como la empresa responde al entorno. + +* Caso McDonalds +es un caso donde una empresa encontro un nicho en la venta de comida apuntada para toda la familia a un precio aseguible (en sus inicios). 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