1. Sales Promotion
Programs that marketers design to build interest in or encourage purchase of a product or service during a specified time period

2. Sales Promotions by Target
Consumers
Coupons
Samples
Contests
Bonus packs
Premiums
Rebates
Frequency programs
Brand placement
Trade
Trade shows
Incentive programs
POP displays
Push money
Promotional products
Cooperative promotions

3. Promotional Products Promotional products like 3M Post-It Notes
with corporate logos
are a great way to keep a brand in front of customers.

4. Contests

5. Contests Contests like this one encourage
consumers to purchase more product.

6. Premiums
Premiums provide consumers with a reason to choose one brand over another.

7. Samples

8. Samples

9. Cross-Promotions Cross-promotions
tie together two or more brands in a single sales promotion

10. Brand Placements
Practice of integrating specific products and brands into filmed entertainment
name brand product is used as a prop or set in TV show or movie
increase brand awareness and image

11. Brand Placements
Visual
Hands-on
Verbal

12. Personal Selling
Occurs when a company representative contacts a prospect directly regarding a product
Critical for many push strategies, B2B products, products that are complex and expensive, and products requiring a “personal touch”

13. Types of Salespeople Order takers Technical specialists
Missionary salespeople
Team selling
Order getters

14. Approaches to Personal Selling
Transactional Marketing: The Hard Sell
Relationship Selling
Winning customers
Keeping customers
Developing customers

15. The Creative Selling Process

16. Sales organizations develop web response programs to develop leads and turn them into customers

17. CRM systems help a sales force to organize and utilize information about their customers

18. Sales Management
Process of planning, implementing, and controlling the personal selling function
Setting Sales Force Objectives
Creating a Sales Force Strategy
Recruiting, Training, Rewarding Salespeople
Evaluating the Sales Force

19. Meetings today can take place in virtual settings

20. Incentives are used to motivate salespeople

21. Sales Force Compensation
Straight commission plan
Commission-with-draw plan
Straight salary compensation plan
Quota-bonus plan

22. Sales Compensation Examples

23. Sales Compensation by Industry

24. Sales Incentives Leisure trips/travel Merchandise/gifts
Recognition dinners
Plaques/awards
Cash