This document discusses sales promotion tools and techniques. It defines sales promotion as marketing activities used to boost sales of a product or service. Some key tools of sales promotion discussed are free samples, coupons, discounts, and premium offers for consumers, as well as cash bonuses, stock returns, and credit terms for trade. The document also covers push and pull promotional strategies, with push strategies taking the product directly to customers and pull strategies building customer demand through advertising. In conclusion, it states that sales promotion refers to non-recurring short-term sales activities beyond advertising and are growing in popularity due to quick returns and ability to change attitudes.

1. SALES
PROMOTION
BY
ANNESHYA GHOSH
DIPANKAR PRAMANIK
SOURADIPA GHOSH
SUBHAM ROY
TIRTHANKAR MANDAL

2. CONTENTS
• PROMOTIONAL MIX
• SALES PROMOTION
• TOOLS & TECHNIQUES
• STRATEGIES
 PUSH
PULL

4. 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.

5. 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

6. TOOLS OF SALES PROMOTION
A.CONSUMER ORIENTED PROMOTION
TOOLS
 Free samples
 Coupons
 Exchange scheme
 Discounts
 Premium offers
 Personality promotions
 Installment sales

7. B.Trade-oriented Sales Promotion
Cash bonuses
Stock return
Credit terms
Dealer conferences
Dealer trophies
Push incentives

8. 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

9. 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”

10. 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

12.  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”

13. consumers
Resellers
(wholesalers
and
Retailers)
Manufacture

14.  Advertising strategies that include
mass media promotion of a product
 Word of mouth Referrals
 Sales promotion and discount
 Customer Relationship
Management

15. 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 .