lnLegraLed markeLlng communlcaLlons

Advert|s|ng
uncLlon lnform persuade remlnd add value and asslsL oLher promoLlonal efforLs
fes romot|on
Sales promo Lechnlques
Sales promo ob[ecLlves lnc shorL Lerm sales or help bulld long Lerm mkL share
CeL reLallers Lo carry new lLems and more lnvenLorles
AdverLlse producLs glve pdL more shelf space

ln general sales promo should focus on consumer relaLlonshlp bulldlng

Ma[or consumer sale promo Lools Coupons cash refunds prlce packs premlums
adverLlslng speclallLles paLronage rewards polnLofpurchase conLesLs sweepsLakes game

1rade promo Lechnlques offlnvolce allowance blllback allowance sloLLlng allowance LuL

Ma[or Lrade sales promo Lools

ueveloplng Lhe sales promo prog
1 ueclde on Lhe slze of Lhe lncenLlve
2 SeL condlLlons for parLlclpaLlon
3 ueLermlne how Lo promoLe and dlsLrlbuLe
4 ueLermlne Lhe lengLh of Lhe prog
3 LvaluaLe Lhe prog

ub|c reft|on

roacLlve 8eacLlve
1 ulcLaLed by company's mkLng ob[cLv
2 Cffenslve orlenLed
3 CpporLunlLy seeklng raLher Lhan problem
solvlng
4 AnoLher Lool of company's prdcL and servlces
1 underLaken as a resulL of exLernal pressures
2 defenslvely orlenLed
3 ueals wlLh changes LhaL have ve
consequences
4 ALLempLs Lo repalr a company's repuLaLlon
prevenL mkL eroslon and regaln losL sales

uncLlons of 8

Ma[or 8 Lools


|rect mfrket|ng Amway Avon