Sales force promotion
It aims at increasing the efficiency of the sales force. It attempts at increasing the sales by boosting the performance of the sales force through promotional schemes like bonus, sales force contests, sales meeting, salesmen conventions and conferences.
|OBJECTIVES||TYPES OF PROMOTION|
|Increase market share among brand switchers, or increase sales||Coupons in print media, coupons to other brand users, discounts, sweepstakes, premiums, contests|
|Increase repeat purchase||Continuity promotions, in-pack coupons|
|Increase trial among non-users||Free samples, trial packs|
|Increase category consumption||Multiple pack promotion, coupons|
|Liquidate excessive inventories||Various trade deals|