Sales Promotion

By Abdulla Israr & Simran Rani

Sales Promotion


Introduction

Sales promotion is a key element of the promotion mix that refers to short-term incentives and techniques aimed at stimulating immediate sales or demand for a product or service.

  • American Marketing Association (AMA):
    "Sales promotion includes all marketing activities—other than personal selling, advertising, and publicity—that stimulate consumer purchasing and dealer effectiveness."
  • Philip Kotler:
    "Sales promotion consists of short-term incentives to encourage the purchase or sale of a product or service."

Objectives of Sales Promotion

A. Objectives Toward Consumers

B. Objectives Toward Intermediaries (Dealers, Wholesalers, Retailers)

C. Objectives Toward Sales Force

Major Decisions in Sales Promotion

1. Setting Objectives

  • What is the company trying to achieve?
  • Examples: boost short-term sales, launch a new product, clear old stock, increase brand awareness.

2. Selecting Tools

  • Decide which sales promotion tools suit the target group: coupons, samples, contests, trade allowances, price packs etc.

3. Developing the Programme

  • Determine the incentive size (discount %, free quantity, reward value).
  • Set conditions of participation (purchase requirement, eligibility).
  • Decide duration and timing (seasonal, festival, off-peak).
  • Plan distribution method (in-store, online, direct mail, digital apps).

4. Pre-testing the Scheme

  • Small-scale testing ensures that the chosen tool appeals to the audience and is cost-effective.

5. Implementing the Programme

  • Involves coordination between marketing, distribution, advertising, and sales teams.

6. Evaluating Effectiveness

  • Measure results through sales data, customer response rate, redemption of coupons, dealer participation, and ROI.

Consumer Sales Promotion Tools

1. Samples

  • Free trial of a product in small quantity.
  • Effective for new product launches (e.g., shampoo sachets, food tasting).

2. Coupons

  • Certificates offering price reduction or special deals.
  • Can be distributed via newspapers, packaging, online, or apps.

3. Price Packs (Discounts)

  • Temporary reduction in price (e.g., “₹20 off” or “Buy 1 Get 1 Free”).
  • Encourages immediate buying and larger volume purchases.

4. Premiums (Free Gifts)

  • Articles offered free or at a low cost with purchase (e.g., toys with cereal, mugs with coffee).

5. Contests, Sweepstakes, and Games

  • Competitions where customers participate and win prizes.
  • Encourage brand interaction and engagement.

6. Point-of-Purchase (POP) Displays

  • In-store promotional material (posters, banners, digital screens, end-aisle displays).
  • Attract attention at the buying stage.

7. Demonstrations

  • Live demos in malls, supermarkets, exhibitions, or online to show product usage.

8. Rebates (Cash Refunds)

  • Partial refund offered after purchase, usually on big-ticket items (e.g., electronics, appliances).

9. Loyalty Programs

  • Reward systems like points, discounts, or gifts for repeat purchases (e.g., airline miles, grocery cards).

10. Free Trials

  • Allow consumers to use a product for a limited period before buying (common in software, fitness apps, subscription services).

11. Event Sponsorships and Tie-ins

  • Linking brand promotions with events, festivals, or cross-branding.

Video Description

·        Don’t forget to do these things if you get benefitted from this article

·        Visit our Let’s contribute page https://keedainformation.blogspot.com/p/lets-contribute.html

·        Follow our page

·        Like & comment on our post

·        


 

 

 

Keep sharing your knowledge

Comments

Post a Comment

Popular posts from this blog

Bio Medical Waste Management

By Abdulla Israr & Simran Rani
Image
BIO MEDICAL WASTE MANAGEMENT         Description also available in video format (attached below), for better experience use your desktop. Introduction ·        BMWM is the management of the waste that is generated during the diagnosis and treatment of a patient ·        Hospital Waste entirely divide into the below mentioned categories o    Non Hazardous (80%) o    Hazardous (20%) §   Infectious (15%) §   Other Hazardous (5%) ·        Non sharps ·        Sharps ·        BMW can easily affect out the entire community such as o    Patients o    Healthcare Workers o    Municipal Workers o    Rag pickers o    Workers in recycling industries   BMW Handling & Management Rules 2016 ·    ...
Read more

Basic concepts of Pharmacology

By Abdulla Israr & Simran Rani
Image
BASICS OF PHARMACOLOGY Description also available in video format (attached below) Introduction 1) Pharmacology is a science of drugs that deals with the study of drugs or medicines effects on the body. 2) The term Pharmacology derives from two Greek words Pharmakon  (Drug or Medicine) Logos (Science) DRUGS (Medicines) Definition Drug is a chemical substance that is used to modify the physiological system for the benefit of the recipient (patient). Sources of drugs The drugs are obtained from various sources such as Minerals (Paraffin, Magnesium sulfate) Animals (Insulin, Thyroid) Plants (Morphine, Quinine) Synthetic (Aspirin, Sulfonamides) Microbes (Penicillin & other antibiotics) Genetical engineering (Human insulin, Hormones) Dosage forms of drug The drugs are available in various dosage forms such as Tablets Capsules Injection Infusion Solution Cream Suspension Aerosol etc Routes of drug administration The drugs can be administered from various routes such as Oral (PCM tab...
Read more

Introduction, History, Growth & Evolution of Management

By Abdulla Israr & Simran Rani
Image
INTRODUCTION, HISTORY, GROWTH & EVOLUTION OF MANAGEMENT Description also available in video format (attached below), for better experience use your desktop. Introduction Management is a systematic process of planning, organizing, staffing, directing and controlling human and material resources to achieve organizational goals efficiently and effectively. Koontz & O’Donnell: “Management is the art of getting things done through and with people in formally organized groups.” Henry Fayol: “To manage is to forecast, to plan, to organize, to command, to coordinate, and to control.” Importance of Management Management is important because it ensures that organizations function smoothly and achieve desired outcomes. Achievement of Goals: Ensures objectives are clearly set and accomplished. Optimal Resource Utilization: Prevents wastage of men, money, material, and time. Coordination of Efforts: Brings harmony amon...
Read more