Submitted by:

Tanisha Sharma
Submitted to:
Dr. Rubina Sajid
Ma’am
Section: MBA IInd
Semester
 WHAT IS SALES
PROMOTION

Sales promotion is providing incentives to

customers or to the distribution channel to
stimulate demand for a product. It includes non-
personal efforts like displays premises, coupons,
discounts contests etc. to focus an short-term
sales target.
SALES PROMOTION
TECHNIQUES
Sales Promotion Techniques

Consumer Promotion Middleman Promotion Sales force

Techniques Techniques Promotion Techniques

1.Free samples 1. Special discounts 1.Sales contests

2.Price reductions 2. Sales assistance 2.Sales meetings
3.Coupons 3. Trade shows 3.Sales training manuals
4. Premiums 4. Free goods 4.Demonstration
5. Free trials 5. Cash rebate
6.Consumer service
 1.CONSUMER PROMOTION
TECHNIQUES
1.Free samples - Under this method, the producer
distributes free samples of his product among the
consumers. Sales representatives distribute these
samples from door-to-door.

2. Price reductions - Under it in order to clear the excess

stock, products are offered at some reduced price. For
example, giving a rebate by a car manufacturer to the
tune of 12,000/- for a limited period of time.
3. Coupons - Coupons are one of the best
promotion techniques for inducing trial for the
company's products. Free coupons are
generally included in the print advertisements.

4.Premiums - A premium is a reward to the

customer for purchasing a product. Premium
are offered at low cost or free.
5. Free trials - In this method, prospective purchasers
are invited to try the product without any cost.

6. Consumer services – This method is also known as

consumer education. These services may be pre
sale services or after sale services.
 2.MIDDLEMAN SALES
PROMOTION TECHNIQUES
1. SPECIAL DISCOUNTS – In this method
manufacturer provides discount facility to
retailers and wholesalers on their purchase.

2. Sales assistance – Under this method

manufacturers provides assistance to the
dealers so that they maintain the cordial
relation with them.
3. Trade shows - A trade show is an event held
to bring together members of a particular
industry to display, demonstrate, and discuss
their latest products and service.
4. Free goods – It is in the form of extra quantity
of the purchased product “free” .Free goods
encourage resellers to stock more during the
promotion period.
5.Cash rebate – It is a incentive that gives retail
sales people cash rewards for every unit of
product they sale.
 3. Sales force promotion
techniques
1.Sales contests – Sales contests are organized
by the manufacturer in this scheme and
rewards are provided to the salesmen who
have achieved exceptional targets.
2. Sales training manuals – Training materials
such as manuals, visual aids, flip charts , etc.,
are useful to sales people. These manuals help
on spot decisions and make the task of sales
men easier.
3. Sales meetings – Sales meetings are
generally organized for sales people
from one area, region, district.
These meetings are considered as a
popular way of educating sales people.

4.Demonstrations – Demonstration of technical

product clarify many points to the salesmen which is useful
when queries are made to the salesmen by the prospects. This
increases the confidence level of the salesmen while dealing with
the prospects.
 ADVANTAGES AND
DISADVANTAGES OF SALES
PROMOTION