Create an account
informs customers to purchase products
gives marketers the greatest freedom
often necessary to assure customers of a high-risk product
disadvantage: most expensive method in promotional mix
personal selling process
1) prospecting (database of potential customers)
2) preapproach (i.d. key decision makers, prepping)
3) approach (contacts customer)
5) overcoming objection (counter problems before customer makes them)
7) following up
employed by mfrs., assist the producer's customers in selling to their own customers
salesppl join ppl from financial, engineering, etc. areas
appropriate for expensive, complex products
most widely used promotion technique
b/c they are returned, it lets co know if it's reaching intended target audience
low brand loyalty
submit proof of purchase, mailed specific amount of $
low response rate, so limited impact on sales
customer sent amount of $ for making a single product purchase
used to reinforce brand loyalty
usually offered for expensive products, provide instant gratification
can be too complex
submit names for a drawing
used to stimulate lagging sales and used in conjunction w/ other sales promo methods
trade sales promotion methods
persuade wholesalers AND retailers to carry & aggressively market and producer's product
temp P reduction offered to resellers for purchasing specific quantities of a product
resellers may buy large amounts to keep themselves supplied for months
$ that a producer gives to reseller for each unit the reseller buys after the initial promo is over
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