sales promotion

PROMOTION

PROMOTION

Key ingredientDesigned to stimulate

Quicker purchase

CouponsContestsPremiumsTradeshowFree SamplesVacation GiveawayLoyalty Marketing Program

PROMOTION

OBJECTIVES

PROMOTION

To attract new triersTo reward loyal customersTo increase the repurchasing rate

PROMOTION

OBJECTIVES

How ShouldSALES PROMOTION DECISION

Be Made

PROMOTION

In Using Sales PromotionCompany Must…..

Establish its objectivesSelect the toolDevelop the program

PROMOTION

In Using Sales PromotionCompany Must…..

Pretest the programImplement & control programEvaluate the results

PROMOTION

ESTABLISH ITS OBJECTIVES

PROMOTION

For consumer,Encouraging large unit purchaseBuilding trial among nonusersAttracting switchers

ESTABLISH ITS OBJECTIVES

PROMOTION

For sales forceEncouraging support of a new productEncouraging more prospecting & simulating off-season sale

CONSUMER PROMOTIONTOOLS

Selecting

Take into account,Type of marketSales promotion objectivesCompetitive conditionsTool’s cost-effectiveness

PROMOTION

PROMOTION

CONSUMER PROMOTIONTOOLS

Selecting

PROMOTION

Trade Promotion Tools:Price off ( off-invoice or off-list)AllowanceFree goods

BUSINESS & SALES FORCEPROMOTION TOOLS

Selecting

PROMOTION

To Gather: LeadsImpress & reward customersMotivate the sales force

DEVELOPING THE PROGRAM

PROMOTION

1. Determine program’s size2. Establish conditions for participants3. Decide duration of promotion4. Choose distribution vehicle ( coupons etc. )5. Budgeting of program

IMPLEMENTING & EVALUATINGTHE PROGRAM

PROMOTION