Sales Promotion Programs that marketers design to build interest in or encourage purchase of a product or service during a specified time period

Sales Promotions by Target Consumers Coupons Samples Contests Bonus packs Premiums Rebates Frequency programs Brand placement Trade Trade shows Incentive programs POP displays Push money Promotional products Cooperative promotions

Promotional Products Promotional products like 3M Post-It Notes with corporate logos are a great way to keep a brand in front of customers.

Contests

Contests Contests like this one encourage consumers to purchase more product.

Premiums Premiums provide consumers with a reason to choose one brand over another.

Samples

Samples

Cross-Promotions Cross-promotions tie together two or more brands in a single sales promotion

Brand Placements Practice of integrating specific products and brands into filmed entertainment name brand product is used as a prop or set in TV show or movie increase brand awareness and image

Brand Placements Visual Hands-on Verbal

Personal Selling Occurs when a company representative contacts a prospect directly regarding a product Critical for many push strategies, B2B products, products that are complex and expensive, and products requiring a “personal touch”

Types of Salespeople Order takers Technical specialists Missionary salespeople Team selling Order getters

Approaches to Personal Selling Transactional Marketing: The Hard Sell Relationship Selling Winning customers Keeping customers Developing customers

The Creative Selling Process

Sales organizations develop web response programs to develop leads and turn them into customers

CRM systems help a sales force to organize and utilize information about their customers

Sales Management Process of planning, implementing, and controlling the personal selling function Setting Sales Force Objectives Creating a Sales Force Strategy Recruiting, Training, Rewarding Salespeople Evaluating the Sales Force

Meetings today can take place in virtual settings

Incentives are used to motivate salespeople

Sales Force Compensation Straight commission plan Commission-with-draw plan Straight salary compensation plan Quota-bonus plan

Sales Compensation Examples

Sales Compensation by Industry

Sales Incentives Leisure trips/travel Merchandise/gifts Recognition dinners Plaques/awards Cash