SALES PROMOTION OF MANUFACTURING PRODUCTS by Rupambika Mohanty

SALES PROMOTION OF MANUFACTURING PRODUCT

Prepared by : Rupambika Mohanty

© rupambika mohanty

INTRODUCTION

• Like all businesses ,manufactures sale their product to make profit.

• Some manufacturer sell their product to the intermediaries, which in turn sell the product to the end consumers.

• Other manufacturer sell their product directly to the consumers.

• Effective sale promotion can help increase the chances of financial success.


Promotional Mix


SALES PROMOTION

A direct inducement that offers an extra value or incentive for the product to the sales force, distributors or ultimate consumer with the primary objective of creating an immediate sale

• An extra incentive to buy• An acceleration tool• An inducement to intermediaries


Types of Sales promotion

• Consumer promotion • Trade promotion • Sales-force promotion


Objectives of sales promotion

• Building Product awareness• Creating interest• To increase sales volume in short term• Attract more customer• Encourage the customer for buying


Consumer Promotion Tools

• Free Samples: Company provides samples of the product by mail , retail stores ,attached in magazines. Ex. clinic plus provide samples of its shampoos in Big-Baazar &attached with Times of India.

• Coupons: Company provides Coupons to their customer inside the pack of product or inserted in magazines &newspaper ads.

Ex. Surf excel provide coupon inside pack.


Consumer promotion tools

• Discounts: Company provides discount offer when they buy the product.

Ex. Bombay Dyeing provide 50 % discount on its product

• Buy1 –Get1:Buy one product & get another product free

• Combo offer: Combo pack is two related products branded together


Sales promotion tools


Major Trade promotion tools

• Price off• Allowance• POP Displays• Push Money• Free Goods


Major Sales-Force Promotion Tools

• Trade Shows & Conventions• Sales Contests• Speciality Advertising


Advantages of Sale Promotion• Increased buying confidence customer• Increased retention• Increased repeat purchase• Increased short term sales• Increased Brand switching• Good short term promotional tool• Provide quicker result.


Disadvantages of Sales promotion• Dangerous in long term basis• Damage the image of product in customer

mind• Reduce the effect over the customer• Risk factor getting high• Less profit margin• Sales can suffer if the promotion is not

properly planned & managed

Marketing

SALES PROMOTION OF MANUFACTURING PRODUCTS by Rupambika Mohanty