Attempt to persuade wholesalers and retailers to carry and aggressively market a product
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Order Getters
Front
Sell to new customers and increase sales to current customers.
Back
Preapproach
Front
Finding and analyzing information about each prospect's specific product needs, current use of brands, etc.
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Consumer Sales Promotion Methods
Front
Techniques that encourage consumers to patronize specific stores or try particular products.
1. Coupons
2. Cents-Off
3. Refunds
4. Rebates
5. Frequent-User
6. Point of Purchase Materials
7. Demonstrations
8. Free Samples
9. Premiums
10. Consumer Contests
11. Games
12. Sweepstakes
Back
Personal Selling
Front
paid personal communication that attempts to inform customers and persuades them to buy products in an exchange
Back
Coupons
Front
Most widely used technique, encourage purchase of specific product
Back
Advantage of Personal Selling
Front
Provides marketers greatest freedom to adjust a message. Most precise form of promotion.
Back
Reasons for Sales Promotion Popularity
Front
1. Customer concerns about value.
2. Retailers have considerable power in the supply chain.
3. Declines in brand loyalty
4. Stronger emphasis on improving short term results
Back
Advantages of Coupons
Front
1. Reward present users/win back former users.
2. Encourage large qty purchases.
3. Traceable