1. Sales Promotion
Presented by: Parkha
Rehman, BBA (Hons)-II

2. Sales Promotion
 Itrefers to the short term incentives.
 To encourage purchases or sales of a
product or service
Types of Sales Promotions:
 Consumer Promotions
 Trade Promotions
 Sales Force Promotions

3. FACTORS IN GROWTH OF SALES
PROMOTIONS
 Product managers are under pressure to
increase current sales
 Companies face more competition
 Competing brands offer less differentiation to
rising cost, clutter and legal constraints
 Consumers have become more deal-oriented

4. SALES PROMOTION OBJECTIVES
 CONSUMER PROMOTIONS
 TRADES PROMOTIONS
 SALES FORCE PROMOTIONS

5. CONSUMERS PROMOTION TOOLS

6. SAMPLES
 Offer
a trail amount of a product
 EXAMPLE=

7. COUPONS
 COUPONS are certificates that gives buyers
a saving when they purchase specified
products
 EXAMPLE=

8. CASH REFUND
 Similar to coupons except that the price
reduction occurs after the purchase
 EXAMPLE=

9. PRICE PACKS
 Offerconsumer saving off the regular price of
a product
 EXAMPLE=

10. PREMIUMS
 Are good offered either for free or at low
price
 EXAMPLE=

11. ADVERTISING SPECIALIES
 Are useful articles imprinted with the
advertisers names ,logo or message that are
given as a gift to consumer
 EXAMPLE=

12. POINT OF PURCHASE PROMOTION
 Includes displays and demonstrations that
take place at the point of sales
 EXAMPLE=

13. CONTEST,SWEEPSTAKES & GAMES
 CONTEST=

14. SWEEPSTAKES
 To submit their names

15. GAMES
 TO PRESENT

16. TRADES PROMOTION TOOLS

17. DISCOUNT
• It is also known as price-off.
• Discounts price cut off the list price on a
particular quantity purchased a stated time

18. ALLOWANCE
 They are the amount offered in return for an
agreement by the retailer to feature the
manufacturer’s products in some way;
displays, advertising or otherwise.

19. FREE GOODS
 Free goods are the extra merchandise
offered to middlemen who buy a specific
amount of a product
 .Companies also offer push money and
specialty advertising items to the middlemen.

20. BUSINESS PROMOTION

21. BUSINESS PROMOTION
 Companies spend huge amount on
promotion focused on industrial consumers.
 Trade shows and conventions.
 Sales contests.

22. TRADE SHOWS AND CONVENTIONS
 TRADE SHOWS AND CONVENTIONS are
effective to reach many customer not
reached with the regular sales force.

23. SALES CONTEST
 Salescontest are effective in motivating
sales people or dealer to increase
performance over a given period.

24. DEVELOPING THE SALES
PROMOTION PROGRAM
 Size of the incentive (benefit).
 Conditions for participation.
 Promote and distribute the program.
 Length of the program.
 Evaluation of the program.