sales and promotion

SALES & PROMOTION

PRESENTED BY BILTU PATRA, ZUBAIR INAM BARBHIYA , SUBHADEEP DUTTA , SUJIT KARMAKAR

SANJOY DEBNATH

INSTITUTE OF ENGINEERING & MANAGEMENT

• Sales promotions are the set of marketing activities undertaken to boost sales of the product or service.

• Increase in sale by providing extra incentive to purchase.

• Focus on resellers , consumers or both.

SALES AND PROMOTION

CONSUMER PROMOTIONS

• Consumer sales promotions are directed with the ultimate user of goods and services.

TRADE PROMOTION

• Trade promotions are directed at wholesaler and retailers .

TYPES OF SALES & PROMOTION

CONSUMER PROMOTION

SAMPLES COUPONS PREMIUMS

CONTESTS/ SWEEPSTAKES REFUNDS/REBATES BONUS PACKS

PRICE-OFF DEALS LOYALTY-PROGRAMS

• Free samples are distributed to attract consumers to try out a new product and thereby create new customer.

Example- Noodles, shampoo, washing powder, coffee powder etc.

SAMPLES

• Sometimes, coupons are issued by manufacturers either in the packet of a product or through an advertisement printed in the newspaper or magazine . The holder of the coupon gets the product at a discount .

Example – coupons distributed by pizza restaurants like pizza hut ,Dominos etc

COUPONS

PREMIUMSPremium an offer of an

item of merchandise or service either free or at a low cost that is

an extra incentive

for customer

FREE PREMIUMS

SELF-LIQUDATING PREMIUMS

TWO TYPES OF PREMIUMS

• CONTEST- Where consumers complete for prizes or money on the basis of skills or ability. Winners are determined by judging entries which entry comes closes to some predetermined criteria.

CONTESTS AND SWEEPSTAKES

• SWEEPSTAKES /GAME- Where winners are determined purely by chance and can not require for purchase as a condition for entry. Winners are chosen by random selection from a pool of entries or generation of a number to match those held by game entrants.

CONTESTS AND SWEEPSTAKES

REFUNDS/MONEY BACK OFFER

• Under this scheme customers are given assurance that full value of the product will be returned to them if they are not satisfied regarding quality or using the product.

PRICE OF DEALS AND DISCOUNT

BONUS REWARDS/POINT• Certain retail shops will have a scheme which will

require the consumer to be a member of the shop and to acquire membership card for the same and every time the consumer makes a purchase bonus points are added to the card and the end of the year gifts are given for the points earned.

LOYALTY PROGRAMS

• Promotions that offer customers a reward, such as price discounts and free products, for frequent purchasing or other activity are called loyalty programs

TRADE PROMOTION

OBJECTIVE OF TRADE PROMOTION-• Maintain distribution• Influence wholesaler to promote product• Stock during off season• Defend against competitors• Avoid reduction of normal prices

TYPES OF TRADE PROMOTION

TRADE PROMOTION

TRADE DEALS AND INCENTIVETRADE DEALS

Most important reseller sale promo

technique. types include buying &

advertising allowance

TRADE INCENTIVEUsed when introducing a new product. Types

include bonuses & dealer loading

POP DISPLAYCARTON DISPLAYS

SPECIAL RACKS

BANNERS

SINGS

PRICE CARDS

EXAMPLE OF POP DISPLAYS

TRADE SHOW• A trade show is an

exhibition organized so that companies in a specific industry can showcase and demonstrate their latest products and services, meet with industry partners and customers, study activities of rivals, and examine recent market trends and opportunities.

THANK YOU