SALES

PROMOTION
BY
ANNESHYA GHOSH
DIPANKAR PRAMANIK
SOURADIPA GHOSH
SUBHAM ROY
TIRTHANKAR MANDAL
 CONTENTS
• PROMOTIONAL MIX
• SALES PROMOTION
• TOOLS & TECHNIQUES
• STRATEGIES
 PUSH
PULL
SALES PROMOTION
•The set of marketing activities
undertaken to boost sales of the
product or service

•Process of persuading a
potential customer to buy the
product.
 RAPID GROWTH OF SALES
PROMOTION
• Sales promotion tools are used by
organizations, including
a. Manufacturers
b. Distributors
c. Retailers
d. Not-for- profit institutions
• Targeted towards final buyers
 TOOLS OF SALES PROMOTION
A.CONSUMER ORIENTED PROMOTION
TOOLS

 Free samples
 Coupons
 Exchange scheme
 Discounts
 Premium offers
 Personality promotions
 Installment sales
B.Trade-oriented Sales Promotion

Cash bonuses
Stock return
Credit terms
Dealer conferences
Dealer trophies
Push incentives
 ADVANTAGE OF SALES PROMOTION

 PRICE DISCRIMINATION
 EFFECT ON CONSUMER BEHAVIOUR
 LURING NEW CUSTOMERS WITH PRICE

DISADVANTAGE OF SALES PROMOTION

 INCREASE PRICE SENSITIVITY

 SHORT TERM ORIENTATION
 PUSH STRATEGY

A push promotional strategy

involves taking the product directly
to the customer via whatever means,
ensuring the customer is aware of
your brand at the point of purchase.

"Taking the product to the customer”

Examples of push tactics

• Trade show promotions to encourage

retailer demand
• Direct selling to customers in showrooms
or face to face
• Negotiation with retailers to stock your
product
• Efficient supply chain allowing retailers
an efficient supply
• Packaging design to encourage purchase
• Point of sale displays
 A pull promotional strategy uses advertising to build up
customer demand for a product or service
• It could be explained by this line

“Let the customers to come to you”

 consumers

Resellers
Manufacture (wholesalers
and
Retailers)
 Advertising strategies that include
mass media promotion of a product

 Word of mouth Referrals

 Sales promotion and discount

 Customer Relationship
Management
 CONCLUSION

SALES PROMOTION REFFERS TO NON RECURRING

AND SHORT TERM SALES ACTIVITY OTHER THAN
ADVERTISING.

 QUICK RETURNS & ATTITUDINAL CHANGE ARE THE

CAUSE OF GROWING POPULARITY OF SALES
PROMOTION.

 SALES PROMOTION METHODS OR SCHEME ARE

USED AT MAINLY THE LEVEL OF DECLARES,
CONSUMERS AND SALESMAN .