Sales is a process or activity of transferring a
need satisfier to an individual or an
organization against equal value carrying
Selling is an art of persuading people.
Selling is to identify market for a product.
Selling is a fair exchange for satisfaction of
mutual needs in which a customer expects
product or service and a salesperson needs
business and profit.
Short term incentive plans (including both Media and nonmedia marketing communication )taken by organizations to
increase sales ,usage or trial of a product or services.
Buy one get one free
Contests and prize drawn
Push Versus Pull Strategy
Push marketing is where you develop advertising and
promotional strategies geared toward your marketing and
distribution channels to entice them in promoting your
As consumers, you rarely see this type of marketing when it
is directed to the distributors.
"Taking the product to the customer“
Trade show promotions to encourage retailer demand
Direct selling to customers in showrooms or face to
Negotiation with retailers to stock your product.
Efficient supply chain allowing retailers an efficient
Packaging design to encourage purchase.
Point of sale displays.
Pull marketing is where you develop advertising and
promotional strategies that are meant to entice the prospect
to buy your product or service.
Targeted directly at the customers. They demand the product
from retailer, they search for product themselves as they
already have the demand.
"Getting the customer to come to you“
Advertising and mass media promotion
Word of mouth referrals
Customer relationship management
Sales promotions and discounts
Push strategy is appropriate with low brand
awareness in a category and brand choice is
made in store. Can be an impulse purchase
and product benefits are understood.
Pull strategy works best with high brand
awareness and loyalty, or high involvement in
category and customers look for product
Are distributing drug samples to doctors a push or
a pull strategy?
Name few companies which uses both push
and pull strategies?
Assignment- An assignment on Sales
Promotion strategies used by companies X