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  • Sales Promotion

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    Mohit Saluja
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    Sales promotion consists of short-term incentive tools designed to stimulate quicker or greater purchases of products and services by consumers and businesses. These tools include consumer promotions like coupons, samples, and premiums, trade promotions like price discounts and free goods, and business promotions such as trade shows and sales contests. Spending on sales promotion has grown significantly in recent years compared to advertising, with the ratio changing from 60% advertising to 40% promotion to now 25% advertising and 75% promotion in India. Effective sales promotion requires establishing objectives, selecting appropriate tools, developing a program, and implementing and evaluating it.

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    Sales promotion consists of short-term incentive tools designed to stimulate quicker or greater purchases of products and services by consumers and businesses. These tools include consumer promotions like coupons, samples, and premiums, trade promotions like price discounts and free goods, and business promotions such as trade shows and sales contests. Spending on sales promotion has grown significantly in recent years compared to advertising, with the ratio changing from 60% advertising to 40% promotion to now 25% advertising and 75% promotion in India. Effective sales promotion requires establishing objectives, selecting appropriate tools, developing a program, and implementing and evaluating it.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
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    20 views7 pages

    Sales Promotion

    Uploaded by

    Mohit Saluja
    Sales promotion consists of short-term incentive tools designed to stimulate quicker or greater purchases of products and services by consumers and businesses. These tools include consumer promotions like coupons, samples, and premiums, trade promotions like price discounts and free goods, and business promotions such as trade shows and sales contests. Spending on sales promotion has grown significantly in recent years compared to advertising, with the ratio changing from 60% advertising to 40% promotion to now 25% advertising and 75% promotion in India. Effective sales promotion requires establishing objectives, selecting appropriate tools, developing a program, and implementing and evaluating it.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
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    SALES PROMOTION

    Sales promotion consists of a collection of incentive tools, mostly short term, designed to stimulate quicker or greater purchase of particular products of services by consumers or the trade

    Consumer promotion Tools


    Samples Coupons Cash Refund Offers Price Packs Premiums Frequency Programs Prizes Patronage Awards Free Trials Product Warranties Tie-in Promotions Cross Promotion POP displays and Demonstrations

    Trade Promotion Tools


    Price-Off (off-invoice or off-list) Allowance Free Goods

    Business and Sales Force Promotion Tools


    Trade Shows and Conventions Sales Contests Specialty Advertising

    Advertising versus Promotion


    A decade ago, Advertising to Sales promotion expenditure ratio was 60:40 which has now decreased to 25:75 Spending on sales promotion in India is estimated to have grown by 500-600% during last few years

    Major decisions involved


    Establishing Objectives Selecting Consumer Promotion Tools Selecting Trade Promotion Tools Selecting Business and Sales Force Tools Developing the Program Implementing and Evaluating the program

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