trade sales promotion
Strategy directed to members of the marketing channel, such as wholesalers and retailers
an extra item offered to the consumer in exchange for the purchase of a promoted product
a price reduction offered by manufacturers to intermediaries, such as wholesalers and retailers.
Money offered to channel intermediaries to encourage them to "push" products that is to encourage other members of the channel to sell the products
identification of those firms and people most likely to buy the seller's offerings
determination of the sales prospect's: recognized need, buying power, and receptivity and accessiblity