Scribd
Upload
134 views11 pages

Sales Promotion Strategies and Benefits

This document discusses sales promotion strategies. It defines sales promotion as short-term incentives that motivate purchases. The objectives of sales promotion include increasing sales volume, attracting new customers, motivating sales forces, and blocking competitors. Various methods are used for consumer promotions like coupons, rebates, and premiums. Trade promotions aim to liquidate inventory and persuade retailers to carry and promote brands. An effective sales promotion program involves pretesting, implementation and control, evaluation. Sales promotions provide benefits beyond monetary savings and can be effective for high-end brands and launching new products.

Uploaded by

Dhananjay Gattani
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
134 views11 pages

Sales Promotion Strategies and Benefits

This document discusses sales promotion strategies. It defines sales promotion as short-term incentives that motivate purchases. The objectives of sales promotion include increasing sales volume, attracting new customers, motivating sales forces, and blocking competitors. Various methods are used for consumer promotions like coupons, rebates, and premiums. Trade promotions aim to liquidate inventory and persuade retailers to carry and promote brands. An effective sales promotion program involves pretesting, implementation and control, evaluation. Sales promotions provide benefits beyond monetary savings and can be effective for high-end brands and launching new products.

Uploaded by

Dhananjay Gattani
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd

G.

S MANDAL'S
MAHARASHTRA INSTITUTE OF TECHNOLOGY
DEPARTMENT OF MANAGEMENT SCIENCE

Subject:-Marketing Management
Topic:- “Sales Promotion”

Guided By Presented by
Amol Murgai Sir Ram Kharat
12/08/21 1
Contents
• Meaning and importance of sales promotion
• Sales promotion objectives
• Reasons for sales promotion
• Various methods of sales promotion
• Process of developing sales promotion program
• Conclusion
• References

12/08/21 2
Sales Promotions

Marketing communication activities, in


which a
short-term incentive motivates a
purchase.

Targeted toward

Sales force
Wholesalers and retailers
Consumers
12/08/21 3
Objectives

Block
competitors
Increase moves Attract new
sales volume
customers

Motivates Speed up
sales forces sales

Check the
Attract new Supplement function in
customers advertising sales
&personal
selling efforts
12/08/21 4
Reasons for the Growth of Sales Promotion

Sales Managers are Under Assessment of Sales


Great Pressure to Promotion is
Produce Results Relatively Easy.
Quickly.

Why Are Companies


Spending More and More
Money on Sales
Promotion?

Sales Promotion Cost for Results


Strategies Target In This Industry Are
Consumer, Trade, and Relatively Low.
The Sales Force.
5
12/08/21
Types of Sales Promotion

Consumer
Consumer Trade
Trade
Sales
Sales Promotion
Promotion Sales
Sales Promotion
Promotion

12/08/21 6
Consumer Promotion

● Stimulate purchase

● Induce trial

● Create new users

● Reward loyal customers

12/08/21 7
Tools for
Consumer Sales Promotion
A certificate that entitles
Coupon consumers to an immediate
Coupon price reduction.

A
A cash
cash refund
refund given
given for
for the
the
Rebate
Rebate purchase
purchase ofof aa product
product during
during
aa specific
specific product.
product.

An
An extra
extra item
item offered
offered to
to the
the
Premium
Premium consumer,
consumer, usually
usually in
in exchange
exchange
for
for some
some proof
proof of
of purchase.
purchase.
12/08/21 8
Trade promotion

● Liquidating heavy inventories

● Persuade retailers to carry stock, carry more than


usual stock, promote brand franchise

12/08/21 9
Developing Sales Promotion Program

Pretesting
Pretesting Program
Program

Implementation
Implementation
And
And
Control
Control

Evaluation
Evaluation of
of
program
program
10
12/08/21
Conclusions
• Sales promo’s provide benefits beyond monetary
savings

• For High End brands, sales promos are more


effective

• Monetary promos can destroy market share of


competitor company

• Monitory saving is not only customer benefit he


also get more information about that product

• It is very helpful in launching new product

12/08/21 11

You might also like