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Chapter 16: Overview of Sales Promotion
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I. Introduction to Sales Promotion A.Targets: Salesforce (encourage), Retailers (push), Consumers (pull) Chapter 16: Overview of Sales Promotion Management
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II.Increased Budgetary Allocations to Sales Promotion (16.1, 471) 2003 Trade Promotion Practices Promotional Spending
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III. Sales Promotion Capabilities and Limitations source; www-rohan.sdsu.edu/~renglish/ 370/notes/chapt19/index.htm IV. Generalizations- see 16.5, 481 V.Sensitivity to Sales Promotions, i.e., "Customer Responsiveness" Discussion Questions: 2, 7, 12
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