It answers questions related to sales promotion.

1. SALES
PROMOTION

2. WHAT IS SALES PROMOTION?
 Sales promotion
 collection of incentive tools
 designed to stimulate greater purchase of
particular products
 or services by consumers

3. ADVERTISING versus
PROMOTION

4. MAJOR DECISIONS INVOLVED IN SALES
PROMOTION…....

5. 1. ESTABLISHING OBJECTIVES
 Consumers

6.  Retailers

7.  Sales Force

8. 2. SELECT CONSUMER & TRADE PROMOTION
TOOLS

9. 3. SELECT BUSINESS & SALES FORCE PROMOTION
TOOLS

10. 4. DEVELOPING THE PROGRAM
Blending several media into a total
campaign concept!!

11. 5. IMPLEMENTING & EVALUATING THE
PROGRAM
Prepare Implementation & Control Plans
that cover Lead time & Sell-in time

12. THUS….
 Major decisions include:
• Establishing objectives
• Select consumer & trade promotion tools
• Select Business & sales force promotion
tools
• Developing the program
• Implementing & Evaluating the program

14. These slides were created by Ila Singh,
NMIMS during a marketing internship by
Prof. Sameer Mathur, IIM Lucknow (See
www.IIMInternship.com)