Characteristics of sales promotion

Description[ edit ] Any product or service may become a complex sale.

Characteristics of sales promotion

Share on Facebook Advertising and sales promotions both attempt to influence buying behavior through the use of different appeals. Advertising typically employs persuasive appeals of an emotional nature to accomplish its objectives.

Characteristics of sales promotion

Sales promotion appeals are more rational. They are time-sensitive in that they usually have an element of urgency. Advertising It is important to distinguish between "brand" advertising and "promotional" advertising.

Brand advertising attempts to drive consumer preference based on recurring exposure to a message that often centers on a promise by a particular brand to deliver an incomparable and superb user experience.

Promotional advertising typically uses the same paid media as brand advertising, including TV, radio, and newspapers, but with a narrow focus to "promote the offer. Promotional advertising attempts to influence behavior based on an immediate and rational incentive to buy. Sales Promotions Brand advertising requires a leap of faith that its cumulative effect will result in increased sales after repeated exposure to the message over time.

Sales promotions do not require a leap of faith. Your sales promotion either works, or it doesn't work. Promotions that fail often fail because the value proposition was not sufficiently persuasive. Because of the immediacy of sales promotions, marketers frequently use promotions to encourage rapid consumer trial of new products and services.

Reliance on brand advertising exclusively to stimulate trial would be unacceptable for most results-oriented marketers because it would take way too long. Fragmented Media Small-business operators have traditionally relied on sales promotions as the primary means of growing their businesses.

Sales promotions are considerably less expensive to execute than brand advertising campaigns. This is no longer the case in today's fragmented media environment. You have multiple cable TV channels, the Internet, social media marketing, and the advent of target marketing techniques.

Target marketing gives you, as a small-business operator, a cost-effective way to identify likely new customers. Fragmented media gives you the means to target your customers with branding messages by using highly affordable media options on cable TV and the Internet.

Social media is virtually free. Building a brand today is within reach of even the smallest of businesses by using low-cost and free media that did not exist in the day of the "Big 3" network TV. Emotions Trump Price Excessive sales promotions have the perverse effect of adversely altering consumer perceptions of your brand's price-value relationship.

This can hurt your brand's profitability. Price-conscious shoppers may be content to wait until your brand is "on sale" before buying if they know that the brand is frequently on sale. Marketers typically prefer to get shoppers accustomed to a brand's regular retail price after the introductory "trial" offer before engaging in subsequent and infrequent sales promotions.

Brand advertising, in contrast, has the desired effect of reinforcing your brand's price-value relationship at its regular retail price because the reason to buy is based on emotions rather than price.Unclear promotion policies can create conflicts and high turnover rates among employees who don’t understand why co-workers received a promotion instead of them.

Problems may not end there if. Sales promotions are vital for companies to increase sales and project their brand names. Sales promotion has its own advantages and disadvantages. When used moderately with careful planning, sales promotion increases sales, even after the promotions period is completed.

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Sales promotion is the short term process to increase the sales volume for a defined product, in a defined territory for a defined period of time..

Time Orientation

Basically there are two type of sales promotion strategy. a) Push up sales promotion. b) Pull up sales promotion. What are the winning characteristics of successful corporate intranets such as Cisco's?

While there are too many to mention in this column, here are five winning characteristics of leading intranets that will help drive intranet success. Get your hands on creative and comprehensive sales plan and sales territory plan tools and templates.

Includes sales forecast and revenue forecast models.

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