Sales promotions and sales management
15 important questions on Sales promotions and sales management
To who is sales promotion directed?
- Consumers
What are the aims of sales promotion?
- Price based promotion or attention-getting promotion (Consumers)
What are ways to show sales promotions to traders (Wholesalers, retailers?)
- Incentive programmes (push money)
- (POP) Point Of Purchase displays (banners, increase visibility)
- Promotional products
- Higher grades + faster learning
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What are ways to show sales promotions to consumers?
- samples
- contests
- bonus packs
- Premiums
- Rebates
- Frequency programs
- Brand placement
What is brand placements?
- name brand product is used as a prop or a set in TV show or movie
- Increase brand awareness and image
What are the 5 types of sales people?
- technical specialists (know everything abt the product)
- Missionary sales people (They are the ones that get the new clients)
- Team selling
- Order getters (account manager) (They have fixed set of customers they visit/call to keep in touch with the customer)
What are the two approaches to personal selling?
- Relationship selling (long term)
- Winning customers (from prospect to customer)
- Keeping customers (building satisfaction and loyalty)
- Developing customers *add more value to the customer)
What are the 7 stepson the selling process?
- pre-approach
- Approach (first contact, often telephone)
- Sales presentation (present yourself + product, what can you offer)
- Handling Objections (Giving explanation when something isn't clear)
- Close
- Follow up (Wants follow up sales, calls in between)
What is the sales force management process?
- Creating a sale force strategy
- Recruiting, training and rewarding the sales force
- evaluating the sales force.
What are the 3 sales force strategies?
- Industry specialization
- Key accounts
What are the 4 sales force compensations?
- Commission with dra plan (commission plus regular payment)
- Straight salary plan (set amount is paid regardless of performance)
- Quota bonus plan (salary plus bonus for sales above assigned quota)
What is trade promotion?
What is a price break?
What is merchandising allowance?
What is a sales presentation?
The question on the page originate from the summary of the following study material:
- A unique study and practice tool
- Never study anything twice again
- Get the grades you hope for
- 100% sure, 100% understanding
