MI31 Sales

pull strategies

In a pull marketing strategy, the goal is to make a consumer actively seek a product and get retailers to stock the product in response to direct consumer demand

trade shows

an exhibition at which businesses in a particular industry promote their products and services.

Compare the similarities and differences between coupons and rebates.

A coupon will allow consumer to get an immediate incentive, whereas a rebate requires a customer to act after purchase to receive the incentive or discount.

dealer loaders

A dealer loader is a premium or other reward that is used to encourage a retailer to develop a special display or product offering.

advertising-support programs

A form of trade sales promotion where a marketer offers channel members some level of financial support for including the marketer's products in channel member's advertising.

free products

A group formed from others by concatenating their presentations

Distinguish between push and pull sales promotion strategies.

A push promotional strategy involves taking the product directly to the customer via whatever means, ensuring the customer is aware of your brand at the point of purchase

push strategies

A push promotional strategy involves taking the product directly to the customer via whatever means, ensuring the customer is aware of your brand at the point of purchase.

rebates

A rebate is an amount paid by way of reduction, return, or refund on what has already been paid or contributed.

free-standing insert (FSI),

About 90% of coupons are distributed through free-standing inserts, primarily in Sunday papers

Discuss differences between advertising and sales promotion.

Advertising is a permanent strategy that involves marketing and sales, whereas sales promotions have a limited time frame

Discuss types of trade sales promotions.

Among the most common are trade shows, sales contests, trade allowances, training, product demonstrations, free merchandise and push money.

co-op advertising

Co-op advertising refers to an agreement between a manufacturer and a retailer to share advertising costs, while at the same time creating brand name awareness.

Explain reasons that businesses use sales promotions.

Companies use sales promotions to increase demand for their products and services, improve product availability among distribution channel partners, and to coordinate selling, advertising, and public relations.

games

Considered same as gambling, it is described as playing

Explain types of business-to-business sales promotions.

Discounted products. Adding a discount to your products is possibly the most popular type of promotion

point-of-sale displays

POS can also refer to systems used to record transactions between the customer and the commerce.

Describe types of point-of-purchase (POP) displays used for sales promotion.

Point of purchase displays are any sort of display separate from standard shelving that a product is featured on.

Describe types of consumer sales promotions.

Sales promotion aimed at consumers is called 'consumer sales promotion'. It aims at stimulating consumers. The main consumer promotion tools include samples, coupons, demonstration, contests, cash refund offer, premium,

loyalty programs

Successful programs are designed to motivate customers in a business's target market to return often, make frequent purchases, and shun competitors

Explain how contests, sweepstakes, and games differ.

Sweepstakes are games of chance and contests are games of skill. The core difference between sweepstakes and contests is that sweepstakes operate by randomly selection of winners

trade allowances

Trade allowance is the amount the dealer shows you for your vehicle based upon the deal being put together for the vehicle you are buying

trade-in promotions

Trade-in promotions allow consumers to obtain lower prices by exchanging something the customer possess, such as an older product that the new purchase will replace.

push money

a commission paid (as by a manufacturer) to a sales person to push the sale of a particular item or line of merchandise.

demonstrations

a person who shows how a particular piece of equipment works or how a skill or craft is performed

sweepstakes

a promotional drawing in which prizes are given away at no charge to the participants.

samples

a small part or quantity intended to show what the whole is like

coupons

a voucher entitling the holder to a discount for a particular product.

Describe trends in sales promotions.

is an umbrella term that basically indicates a pattern related to the sale of products, or lack thereof, within a specific timeframe. Sales trends can cover any length of time and any number of products.

premiums

premiums are promotional items — toys, collectables, souvenirs and household products — that are linked to a product, and often require proofs of purchase such as box tops or tokens to acquire.

contests

to make (something) the subject of an argument or a legal case :

promotional products

usually imprinted with a company's name, logo or message—include useful or decorative articles of merchandise that are utilized in marketing and communication programs