Sales Promotion Objectives

MBA-Day
Characteristics of objectives
 Specific
 Measurable
 Clear and concise
 Practical and realistic
 Affordable
 attainable
Proactive SP Objectives
 To gain additional market share or
additional revenue
 To expand the target market
 To develop favorable consumer
experience with the product
 To add extra value to the product
Reactive SP Objectives
 In response to competitive moves
 When excessive inventory piles up
 To generate short-term cash
 When the decision is to discontinue a
product, or close down the business