METHODS OF PROMOTION 1. Advertising mass communication 2. Sales Promotion promotional activities 3. Personal Selling one on one selling 4.

4. Public Relation 5. Direct Marketing directed to a targeted group Promotion communicating/ one way communication Sales Promotion activities Publicity positive/ negative Four Types of Sales Promotion 1. Consumer Promotion 2. Trade Promotion 3. Sales force Promotion 4. Business to Business Promotion Examples of Promotional Activities Promotional activities aimed at Final Consumer a. Contest b. Coupons c. Aisle Displays d. Sample e. Tradeshows f. Point-of Purchase materials g. Banners & Streamers h. Frequent Buying Programs i. Sponsored Events 2. Promotional activities aimed at Middlemen a. Price Deals b. Promotion Allowances c. Sales Contest d. Calendars e. Gifts f. Trade Shows g. Meetings h. Merchandising needs i. Videos 3. Promotional activities aimed at Sales Force a. Contest b. Bonus c. Meetings d. Portfolios e. Displays f. Sales Aids g. Training Materials Premiums bargain Coupons attach to the product purchase, gift certificate Types of Coupons (Price Cut-off) 1. Instant Redemption Coupons 2. Bounce- Back Coupons 3. Scanner-delivered Coupons 4. Cross- Ruffing Coupons 5. Response- Offer Coupons Types of Premiums Premiums are gifts or other special incentives offered to consumers when purchasing particular product. 1.

2. Free-in-the-mail premium - a type of sales promotion

in which consumers are offered a gift which is sent to them by post in return for proof of purchase of the product. 3. Self-liquidating premium 4. Store or manufacturer premiums - are gifts given by either the retail store or the manufacturer when the customer purchases a product. Common Ways of Distributing Samples 1. 2. 3. 4. 5. Instore Distribution Direct Sampling Response Sampling Media Sampling Selective Sampling

Types of Trade Allowances: 1. Off-Invoice Allowance wala sa invoice 2. Drop-Ship Allowance e.g. ice to 7-11 3. Promotional Allowance refrigerator for pepsi products. 4. Slotting Allowance provide a space; a clothes hanger rack 5. Exit Fees Invoice order slip; used by accounting personnel to determine how much is going to make a receipts; a basis for your receipts. Trade Contest a contest to reward retailers that sell the most product. Other Infos: o Consumer Promotions- incentive directly offered to a firms customers or potential customers o Coupons certificate attached; a price reduction offer to consumer o Cross-Ruffing the placement of two promotional materials together o Trade Allowances financial incentives to other channel members to motivate them to make purchases; short term incentive offered to induce retailer to stock up on a product o Slotting Allowances a form of trade allowance in w/c are funds charged by retailers to stock new products o Exit Fees monies paid to remove an item from a retailer inventory. o Instant Redemption Coupons distributed in retail stores o Response-Offer are issued following requests by consumer; mailed or faxed. o Free- in-the-mail coupons when customer mail in a proof of purchase to the manufacturer who sends a gift to the buyer. o In or on package premium- are usually small gifts in the form of toys o Self-liquidating these require customers to pay a sum of a money for a gift or item o Contest require participants to perform some activity o Sweepstakes by probability factor

1. In or on package premium - are usually small gifts,

such as toys in cereal boxes.

Refunds & Rebates cash returns; is an amount paid by way of reduction, return, or refund on what has already been paid or contributed o Sampling to encourage consumers to buy a new KINDS OF SALES PROMOTION 1. 2. 3. 4. 5. Coupons Deals Premiums Contest Sweepstakes OBJECTIVES Stimulate demand Increase trial; retaliate against competitors action Build goodwill Increase consumer purchase; build business inventory Encourage present customer to buy more; minimize brand switching Encourage new product trial Encourage repeat purchases Increase product trial; provide instore support for other promotions Encourage customers to purchase; stop sales decline Introduce new products; demonstrate product use. ADVANTAGES Encourage retailer support Reduce consumer risk Consumers like free or reduced price merchandise Encourage consumer involvement with product Get customers to use product & store more often Low risks for customer Help create loyalty Provide good product visibility Effective at stimulating demand Positive message in a noncommercial setting DISADVANTAGES Consumers delay purchases Consumers delay purchases; reduce perceived product value Consumers buy for premium not product Require creative or analytical thinking Sales drop after sweepstakes High cost for company High cost for company Hard to get retailer to allocate hightraffic space Easily copied; steal sales from future; reduce perceived product value Little control over presentation of product

6. Samples 7. Loyalty Programs 8. Point-ofPurchase Displays 9. Rebates

10. Product Placements product

NOTE: hindi ko na nilagay ung how to plan at evaluate ur sale spromotion. Kasi iba iba naman tayo.