Sales Promotion Through Sales force

behavioral motivation

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

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