The document defines sales promotion and personal selling. Sales promotion involves short-term incentives to encourage immediate purchase, while advertising focuses on long-term brand messaging. Personal selling is face-to-face interactions between a seller and buyer to make presentations and procure orders. Both methods are discussed in terms of their definitions, roles, tools/techniques, advantages, and disadvantages. Personal selling can be across-the-counter retail or door-to-door field selling.

1. welcome

2. Sales promotion
&
Personal selling

3. According to Philip Kotler “sales
promotion consists of short term
incentives to encourage purchase or
sales of a product or sales . whereas
advertising offer reasons to by a product
or service , sales promotion offers
reasons to buy now”.
Definition
Sales promotion

4. Role and objectives
 Help the launch of a new product by introducing
it to the trade and consumers
 Obtain trail purchase from customers
 Hold current users by encouraging repeat
purchasing
 Increase product usage rate
 Increase shelf space in the market
 Reinforce advertising

5. Limitations
 It cannot compensate for a poorly trained and
ineffective sales force
 It cannot give the trade or consumers any
compelling long term reason to purchasing a
brand
 It cannot permanently stop an established brand’s
declining trend or change the basic non
acceptance of an undesired brand

6. Tools and Techniques
 Product demonstration
 Coupons
 Free offers
 Price-offs
 Samples
 Refund offers
 Trading stamps

7.  Consumer contest and lucky draw
 Joint promotions
 Sales promotion on the internet

9. Definition
According to kotler
“Personal Sellling is face to face
interaction with one or more
perspective purchasers for the
purpose of making presentations,
answering questions, and procuring
orders"
Personal selling

10. Personal selling
 Personal selling or salesmanship is the oldest
and the most popular method of selling goods
and services. It involves face-to-face
communication between the seller and the
potential buyer.
(i) Across the Counter Selling
(ii) Door-to-Door Selling

11. (i) Across the Counter Selling: In this case, the
customer comes to the shop or store and the
salesperson attends him. It primarily involves
retail store selling. It also includes 'phone-in-
orders
(ii) Door-to-Door Selling: In this case the
salesperson goes to the residence or office of the
customer. This is also known as field selling.
These days’salespersons also approach
customers through telephone, fax and internet.

12. Advantages of Personal
Selling
 Convey More Information
 More Impact
 Opportunity to build a stronger long-term
relationship
 Try before you buy – depending on your
product/service, potential clients may be able to
trial the product/services before actually
purchasing.

13. Disadvantages of personal selling
 Limited Reach
 Expensive
 Ineffective sales people can actually be a
detriment to your business and turn potential
clients off using you

14. Eg
 Peddlers went door to door, offering household
goods and other products to homeowners;

15. Very very
thanks