Presented by

Clinton Dsouza (04) Sagar Mishra (22) Sourabh Parab (30) Dennis Pinto(32) Shahrukh Sayyed(40) Shahrukh shaikh(43)

Introduction
Sales promotion is one of the seven aspects of the promotional mix. Incentives aimed at consumers, distributors, or the sales force to immediately stimulate sales.

Involves the use of media and non media marketing pressure applied for a predetermined, limited period of time.

Sales promotion makes an immediate effect on sales Sales promotion describes promotional method using special short term techniques Now a days sales promotion is an essential tool to boot sales.

Definition

Features of sales promotion

Stimulate sales force It act as an tool in marketing to lubricate the marketing efforts It support advertising & personal selling

Features of sales promotion

cont.............

It aims at stimulating consumer purchasing at the point of sale Provides more sales & profit to producer & dealer Cant Build brand loyalty
Increase product usage

Needs of sales promotion

Needs of sales promotion

Cont.............

For supporting advertising campaign

For encouraging dealer to buy more/to place bigger order For attracting more customer to purchase a specific product

Objective of sales promotion To increase the sales volume in short term

Building Product Awareness

Providing Information

Objective of sales promotion

Cont

Major decision in sales promotion

To decide target
To decide sales promotion measures To decide customer group

To decide the marketing mix

To decide supplementary measure

METHODS OF SALES PROMOTION

Trade promotion:Marketing campaign directed at wholesalers or retailers rather than at final consumers. In a trade promotion, wholesalers and/or retailers are offered special price discounts (often in addition to a trade allowance), subsidized or free display racks, or stands, gifts, or other incentives.

Way of trade promotion

Buying allowance
It is temporary price reduction

Buyback allowance
Monetary incentive can be provided for over & above deal in proportion to the purchase made

Free goods
The intermediary who purchase specific quantity may be offered free merchandise

Way of trade promotion Cont..........

Merchandise allowance
A manufacturer agree to pay the reseller certain amount of money for promoting the companies product through advertising or display

Dealer loader
They include window display, wall display, display racks,etc in the store

CONSUMER PROMOTION
Actions intended to convince individuals to purchase a good or service. A typical business will only offer a consumer promotion like a reduced price, free sample or bonus offer for a short period in order to stimulate demand for and awareness of the product being promoted.

Way of Customer promotion

Discount:
Offering cash discount on selling price

Coupons:
A discount coupon can be distributed, pasted on the product.

Trade show:
A group of retailer/ manufacturers can conduct trade show to make customer aware of product

Way of Customer promotion Cont........

Instalment offer:
A part of payment to be made at the time of purchase & remaining in same instalment

Free gift & samples:

Free Sample of new product are distributed to encourage trial

Qualities of sales Promoter

1. Honesty 2. Have Positive Attitude 3. Respect Customers 4. Professional 5. Proactive