sales promotion

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PROMOTION

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Page 1: Sales promotion

PROMOTION

Page 2: Sales promotion

PROMOTION

Key ingredientDesigned to stimulate

Quicker purchase

Page 3: Sales promotion

CouponsContestsPremiumsTradeshowFree SamplesVacation GiveawayLoyalty Marketing Program

PROMOTION

Page 4: Sales promotion

OBJECTIVES

PROMOTION

Page 5: Sales promotion

To attract new triersTo reward loyal customersTo increase the repurchasing rate

PROMOTION

OBJECTIVES

Page 6: Sales promotion

How ShouldSALES PROMOTION DECISION

Be Made

PROMOTION

Page 7: Sales promotion

In Using Sales PromotionCompany Must…..

Establish its objectivesSelect the toolDevelop the program

PROMOTION

Page 8: Sales promotion

In Using Sales PromotionCompany Must…..

Pretest the programImplement & control programEvaluate the results

PROMOTION

Page 9: Sales promotion

ESTABLISH ITS OBJECTIVES

PROMOTION

For consumer,Encouraging large unit purchaseBuilding trial among nonusersAttracting switchers

Page 10: Sales promotion

ESTABLISH ITS OBJECTIVES

PROMOTION

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

Page 11: Sales promotion

CONSUMER PROMOTIONTOOLS

Selecting

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

PROMOTION

Page 12: Sales promotion

PROMOTION

Page 13: Sales promotion

CONSUMER PROMOTIONTOOLS

Selecting

PROMOTION

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

Page 14: Sales promotion

BUSINESS & SALES FORCEPROMOTION TOOLS

Selecting

PROMOTION

To Gather: LeadsImpress & reward customersMotivate the sales force

Page 15: Sales promotion

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

Page 16: Sales promotion

IMPLEMENTING & EVALUATINGTHE PROGRAM

PROMOTION

Page 17: Sales promotion