MARKETING

TOPIC-SALES PROMOTION

PRESENTED BY-
CHUIMATAI SHIMRAY
LAXMI
RIPUNJOY
FARANAH
 OVERVIEW
DEFINITION
OBJECTIVES
COMPONENTS
NEED AND IMPORTANCE
PLANNING SALES PROMOTION
TYPES OF SALES PROMOTION
TECHNIQUES
BENEFITS OF SALES PROMOTION
LIMITATION
CONCLUSION
 DEFINATION

SALES PROMOTION REFERS TO ‘ Those marketing

activities that stimulate consumer shows and
expositions.
OBJECTIVES-
TO INTRODUCE NEW
PRODUCTS OR SERVICES
TO ATTRACT NEW
CUSTOMERS
TO INDUCE EXISTING
CUSTOMERS TO BUY MORE
HELPS THE FIRM TO REMAIN
COMPETITIVE
TO INCREASE SALES IN OFF-
SEASONS
 COMPONENTS
 CUSTOMER SALES PROMOTION METHOD
I. PRICE OFF- PROMOTION
II. COUPONS
III. FREE SAMPLES
IV. PREMIUMS
 TRADE’S SALES PROMOTION METHODS
I. DEALER GIFT
II. MERCHANDISE ALLOWANCE
III. POINT OF PURCHASE DISPLAYS
 NEEDS AND IMPORTANT
• ACTS AS A BRIDGE BETWEEN ADVERTISING AND PERSONAL
SELLING
• DUE TO DIVERSITY OF MARKETS, THE IMPORTANCE OF SP
HAD INCREASE TREMENDOUSLY
• HELPS REMOVE THE CUSTOMERS DISSATISFACTION ABOUT
THE PARTICULAR PRODUCT,MANUFACTURER AND CREATE
BRAND IMAGE IN THE MINDS OF CUSTOMERS AND USERS
• THE SALES PROMOTION DEVICES AT THE POINT OF PURCHASE
STIMULATE THE CUSTOMERS TO MAKE PURCHASE PROMPTLY
ON THE SPOT
 PLANNING OFSALES PROMOTION
• THE PROMOTION PLANNING IS A PROCESS OF
OPTIMIZING
• THE UTILIZATION OF MARKETING TOOLS,
STRATEGIES,RESOURCES
• TO PROMOTE A PRODUCT AND SERVICES
WITH THE INTENT
• TO GENERATE DEMAND AND MEET THE SET
OBJECTIVES
 PROMOTIONAPROPPPPPPRL
PROMOTIONAL PPLANNING
PLANNING PROCESS
PROCESS
PROBLEM DEFINITION

ESTABLISHMENT OF DETAILED OBJECTIVES

DESIGN OF PROMOTION MIX

PLANNING SALES PROMOTION PROGRAME

PRE- TESTING

IMPLEMENTATION

MONITORING AND EVALUATION

TYPES OF SALES PROMOTIONPROGRAMS

• CONSUMERS OF SALES PROMOTION

PROGRAM
• DEALERS SALES PROMOTION PROGRAM
TECHNIQUE OF SALES
PROMOTION
DISTRIBUTION OF SAMPLES
REBATE OR PRICE-OFF OFFER
PARTIAL REFUND
DISCOUNT COUPONS
PACKAGED PREMIUM
PRODUCT COMBINATION OR
GIFT
FREE GIFT
EXCHANGE OFFER
BENEFITS OF SALES PROMOTION
 Creates differentiation
 Creates new content and
communication
 Creates upsell and cross
sell opportunities
 Drives customer decision
making
 LIMITATIONS OF SALES PROMOTION

NO REAL INCENTIVES

SHODDY PRODUCTS ARE PASSED-OFF
SHORT TERM PERSPECTIVES
SWITCHING DEMAND
 CONCLUSION
THE IMPORTANCE OF SALE PROMOTION IN MODERN MARKETING
HAS INCREASE MAINLY ON ACCOUNT OF ITS ABILITY IN
PROMOTING SALES AND PREPARING THE GROUND FOR
FUTURE EXPANSION. THE MAIN OBJECTIVES OF SALES
PROMOTION IS TO ATTRACT THE PERSPECTIVES BUYER
TOWARDS THE PRODUCT, AND INDUCE IN TO BUY THE
PRODUCT AT THE POINT OF PURCHASE.AT THE SALESMAN’S
LEVEL, ITS OBJECT IS TO ACHIEVE MORE SALES.AT THE
DEALERS LEVEL, THE PURPOSE IS TO SELL A PARTICULAR
PRODUCT OF A MANUFACTURER.AT THE CONSUMER’S LEVEL
THE MAIN IDEA IS TO ENABLE THE CONSUMER TO BUY MORE
OF A PRODUCT MORE FREQUENTLY AND ALSO TO INTRODUCE
NEW USER FOR THE PRODUCT. THUS, IT’S A ‘CATCH- ALL’
METHOD AND IS USED AS AN EFFECTIVE TOOL OF MARKETING