Principles of Marketing Global Edition Kotler and Armstrong
![Principles of Marketing Global Edition Kotler and Armstrong Chapter 16: Personal Selling and Sales Principles of Marketing Global Edition Kotler and Armstrong Chapter 16: Personal Selling and Sales](https://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-1.jpg)
Principles of Marketing Global Edition Kotler and Armstrong Chapter 16: Personal Selling and Sales Promotion Copyright © 2016 Pearson Education, Inc. 16 -1
![Personal Selling and Sales Promotion Copyright © 2016 Pearson Education, Inc. 16 -2 Personal Selling and Sales Promotion Copyright © 2016 Pearson Education, Inc. 16 -2](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-2.jpg)
Personal Selling and Sales Promotion Copyright © 2016 Pearson Education, Inc. 16 -2
![Personal Selling and Sales Promotion Learning Objectives • Objective 1: Discuss the role of Personal Selling and Sales Promotion Learning Objectives • Objective 1: Discuss the role of](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-3.jpg)
Personal Selling and Sales Promotion Learning Objectives • Objective 1: Discuss the role of a company’s salespeople in creating value for customers and building customer relationships. • Objective 2: Identify and explain the six major sales force management steps. Copyright © 2016 Pearson Education, Inc. 16 -3
![Personal Selling and Sales Promotion Learning Objectives • Objective 3: Discuss the personal selling Personal Selling and Sales Promotion Learning Objectives • Objective 3: Discuss the personal selling](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-4.jpg)
Personal Selling and Sales Promotion Learning Objectives • Objective 3: Discuss the personal selling process, distinguishing between transaction-oriented marketing and relationship marketing. • Objective 4: Explain how sales promotion campaigns are developed and implemented. Copyright © 2016 Pearson Education, Inc. 16 -4
![Personal Selling and Sales Promotion Learning Objective 1 • Discuss the role of a Personal Selling and Sales Promotion Learning Objective 1 • Discuss the role of a](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-5.jpg)
Personal Selling and Sales Promotion Learning Objective 1 • Discuss the role of a company’s salespeople in creating value for customers and building customer relationships Personal Selling Copyright © 2016 Pearson Education, Inc. 16 -5
![Personal Selling Personal selling is the interpersonal part of the promotion mix and can Personal Selling Personal selling is the interpersonal part of the promotion mix and can](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-6.jpg)
Personal Selling Personal selling is the interpersonal part of the promotion mix and can include: • Face-to-face communication • Telephone communication • Video or Web conferencing Copyright © 2016 Pearson Education, Inc. 16 -6
![Personal Selling The Nature of Personal Selling Salespeople are an effective link between the Personal Selling The Nature of Personal Selling Salespeople are an effective link between the](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-7.jpg)
Personal Selling The Nature of Personal Selling Salespeople are an effective link between the company and its customers to produce customer value and company profit by • Representing the company to customers • Representing customers to the company • Working closely with marketing Copyright © 2016 Pearson Education, Inc. 16 -7
![Personal Selling and Sales Promotion Learning Objective 1 • Discuss the role of a Personal Selling and Sales Promotion Learning Objective 1 • Discuss the role of a](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-8.jpg)
Personal Selling and Sales Promotion Learning Objective 1 • Discuss the role of a company’s salespeople in creating value for customers and building customer relationships. Copyright © 2016 Pearson Education, Inc. 16 -8
![Personal Selling and Sales Promotion Learning Objective 2 • Identify and explain the six Personal Selling and Sales Promotion Learning Objective 2 • Identify and explain the six](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-9.jpg)
Personal Selling and Sales Promotion Learning Objective 2 • Identify and explain the six major sales force management steps. Copyright © 2016 Pearson Education, Inc. 16 -9
![Managing the Sales Force • Sales force management is the analysis, planning, implementation, and Managing the Sales Force • Sales force management is the analysis, planning, implementation, and](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-10.jpg)
Managing the Sales Force • Sales force management is the analysis, planning, implementation, and control of sales force activities. Copyright © 2016 Pearson Education, Inc. 16 -10
![Managing the Sales Force Designing Sales Force Strategy and Structure Territorial sales force structure Managing the Sales Force Designing Sales Force Strategy and Structure Territorial sales force structure](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-11.jpg)
Managing the Sales Force Designing Sales Force Strategy and Structure Territorial sales force structure Product sales force structure Customer sales force structure Complex sales force structure Copyright © 2016 Pearson Education, Inc. 16 -11
![Managing the Sales Force Designing Sales Force Strategy and Structure Territorial sales force structure: Managing the Sales Force Designing Sales Force Strategy and Structure Territorial sales force structure:](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-12.jpg)
Managing the Sales Force Designing Sales Force Strategy and Structure Territorial sales force structure: each salesperson is assigned an exclusive geographic area and sells the company’s full line of products and services to all customers in that territory. • Defines salesperson’s job • Fixes accountability • Lowers sales expenses • Improves relationship building and selling effectiveness Copyright © 2016 Pearson Education, Inc. 16 -12
![Managing the Sales Force Designing Sales Force Strategy and Structure Product sales force structure: Managing the Sales Force Designing Sales Force Strategy and Structure Product sales force structure:](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-13.jpg)
Managing the Sales Force Designing Sales Force Strategy and Structure Product sales force structure: each salesperson sells along product lines. • Improves product knowledge • Can lead to territorial conflicts Copyright © 2016 Pearson Education, Inc. 16 -13
![Managing the Sales Force Designing Sales Force Strategy and Structure Customer sales force structure: Managing the Sales Force Designing Sales Force Strategy and Structure Customer sales force structure:](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-14.jpg)
Managing the Sales Force Designing Sales Force Strategy and Structure Customer sales force structure: each salesperson sells along customer or industry lines. • Improves customer relationships Copyright © 2016 Pearson Education, Inc. 16 -14
![Managing the Sales Force Designing Sales Force Strategy and Structure Complex sales force structure: Managing the Sales Force Designing Sales Force Strategy and Structure Complex sales force structure:](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-15.jpg)
Managing the Sales Force Designing Sales Force Strategy and Structure Complex sales force structure: a wide variety of products is sold to many types of customers over a broad geographic area, and it combines several types of sales force structures. Copyright © 2016 Pearson Education, Inc. 16 -15
![Managing the Sales Force Designing Sales Force Strategy and Structure Sales Force Size Salespeople Managing the Sales Force Designing Sales Force Strategy and Structure Sales Force Size Salespeople](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-16.jpg)
Managing the Sales Force Designing Sales Force Strategy and Structure Sales Force Size Salespeople are one of the company’s most productive and expensive assets. Workload approach to sales force size refers to grouping accounts into different classes to determine the number of salespeople needed. Copyright © 2016 Pearson Education, Inc. 16 -16
![Managing the Sales Force Designing Sales Force Strategy and Structure Outside salespeople call on Managing the Sales Force Designing Sales Force Strategy and Structure Outside salespeople call on](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-17.jpg)
Managing the Sales Force Designing Sales Force Strategy and Structure Outside salespeople call on customers in the field. Inside salespeople conduct business from their offices and often provide support for the outside salespeople. • Technical sales support people • Sales assistants Team selling is used to service large, complex accounts. Copyright © 2016 Pearson Education, Inc. 16 -17
![Managing the Sales Force Recruiting and Selecting Salespeople • Careful selection and training increases Managing the Sales Force Recruiting and Selecting Salespeople • Careful selection and training increases](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-18.jpg)
Managing the Sales Force Recruiting and Selecting Salespeople • Careful selection and training increases sales performance. • Poor selection increases recruiting and training costs, leads to lost sales, and disrupts customer relationships. Copyright © 2016 Pearson Education, Inc. 16 -18
![Managing the Sales Force Training Salespeople • Goals of training • Customer knowledge • Managing the Sales Force Training Salespeople • Goals of training • Customer knowledge •](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-19.jpg)
Managing the Sales Force Training Salespeople • Goals of training • Customer knowledge • Selling process • Knowledge of products, company, competitors Copyright © 2016 Pearson Education, Inc. 16 -19
![Managing the Sales Force Compensating Salespeople Fixed amounts Variable amounts Expenses Fringe benefits Copyright Managing the Sales Force Compensating Salespeople Fixed amounts Variable amounts Expenses Fringe benefits Copyright](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-20.jpg)
Managing the Sales Force Compensating Salespeople Fixed amounts Variable amounts Expenses Fringe benefits Copyright © 2016 Pearson Education, Inc. 16 -20
![Managing the Sales Force Supervising and Motivating Salespeople • The goal of supervision is Managing the Sales Force Supervising and Motivating Salespeople • The goal of supervision is](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-21.jpg)
Managing the Sales Force Supervising and Motivating Salespeople • The goal of supervision is to help salespeople work smart by doing the right things in the right ways. • The goal of motivation is to encourage salespeople to work hard and energetically toward sales force goals. Copyright © 2016 Pearson Education, Inc. 16 -21
![Managing the Sales Force Supervising and Motivating Salespeople How Salespeople Spend Their Time Copyright Managing the Sales Force Supervising and Motivating Salespeople How Salespeople Spend Their Time Copyright](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-22.jpg)
Managing the Sales Force Supervising and Motivating Salespeople How Salespeople Spend Their Time Copyright © 2016 Pearson Education, Inc. 16 -22
![Managing the Sales Force Supervising and Motivating Salespeople • Sales morale and performance can Managing the Sales Force Supervising and Motivating Salespeople • Sales morale and performance can](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-23.jpg)
Managing the Sales Force Supervising and Motivating Salespeople • Sales morale and performance can be increased through • Organizational climate • Sales quotas • Positive incentives Copyright © 2016 Pearson Education, Inc. 16 -23
![Managing the Sales Force Evaluating Salespeople and Sales Force Performance Sales reports Call reports Managing the Sales Force Evaluating Salespeople and Sales Force Performance Sales reports Call reports](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-24.jpg)
Managing the Sales Force Evaluating Salespeople and Sales Force Performance Sales reports Call reports Copyright © 2016 Pearson Education, Inc. Expense reports 16 -24
![Personal Selling and Sales Promotion Learning Objective 2 • Identify and explain the six Personal Selling and Sales Promotion Learning Objective 2 • Identify and explain the six](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-25.jpg)
Personal Selling and Sales Promotion Learning Objective 2 • Identify and explain the six major sales force management steps. Copyright © 2016 Pearson Education, Inc. 16 -25
![Personal Selling and Sales Promotion Learning Objective 3 • Discuss the personal selling process, Personal Selling and Sales Promotion Learning Objective 3 • Discuss the personal selling process,](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-26.jpg)
Personal Selling and Sales Promotion Learning Objective 3 • Discuss the personal selling process, distinguishing between transactionoriented marketing and relationship marketing. The Personal Selling Process Copyright © 2016 Pearson Education, Inc. 16 -26
![The Personal Selling Process Steps in the Personal Selling Process Copyright © 2016 Pearson The Personal Selling Process Steps in the Personal Selling Process Copyright © 2016 Pearson](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-27.jpg)
The Personal Selling Process Steps in the Personal Selling Process Copyright © 2016 Pearson Education, Inc. 16 -27
![The Personal Selling Process Steps in the Personal Selling Process Prospecting identifies qualified potential The Personal Selling Process Steps in the Personal Selling Process Prospecting identifies qualified potential](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-28.jpg)
The Personal Selling Process Steps in the Personal Selling Process Prospecting identifies qualified potential customers through referrals from • Customers • Suppliers • Dealers • Internet Copyright © 2016 Pearson Education, Inc. 16 -28
![The Personal Selling Process Steps in the Personal Selling Process Qualifying involves identifying good The Personal Selling Process Steps in the Personal Selling Process Qualifying involves identifying good](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-29.jpg)
The Personal Selling Process Steps in the Personal Selling Process Qualifying involves identifying good customers and screening out poor ones by looking at • Financial ability • Volume of business • Needs • Location • Growth potential Copyright © 2016 Pearson Education, Inc. 16 -29
![The Personal Selling Process Steps in the Personal Selling Process Preapproach is the process The Personal Selling Process Steps in the Personal Selling Process Preapproach is the process](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-30.jpg)
The Personal Selling Process Steps in the Personal Selling Process Preapproach is the process of learning as much as possible about a prospect, including needs, who is involved in the buying, and the characteristics and styles of the buyers. Approaches Objectives • Qualify the prospect • Gather information • Make an immediate sale • Personal visit • Phone call • Letter/e-mail Copyright © 2016 Pearson Education, Inc. 16 -30
![The Personal Selling Process Steps in the Personal Selling Process Approach is the process The Personal Selling Process Steps in the Personal Selling Process Approach is the process](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-31.jpg)
The Personal Selling Process Steps in the Personal Selling Process Approach is the process where the salesperson meets and greets the buyer and gets the relationship off to a good start and involves the salesperson’s: • Appearance • Opening lines • Follow-up remarks Copyright © 2016 Pearson Education, Inc. 16 -31
![The Personal Selling Process Steps in the Personal Selling Process Presentation is when the The Personal Selling Process Steps in the Personal Selling Process Presentation is when the](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-32.jpg)
The Personal Selling Process Steps in the Personal Selling Process Presentation is when the salesperson tells the product story to the buyer, presenting customer benefits and showing how the product solves the customer’s problems. Need-satisfaction approach is when buyers want solutions and salespeople should listen and respond with the right products and services to solve customer problems. Copyright © 2016 Pearson Education, Inc. 16 -32
![The Personal Selling Process Steps in the Personal Selling Process Recruiting and Selecting Salespeople The Personal Selling Process Steps in the Personal Selling Process Recruiting and Selecting Salespeople](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-33.jpg)
The Personal Selling Process Steps in the Personal Selling Process Recruiting and Selecting Salespeople Good Traits Good listener Empathetic Honest Dependable Thorough Follow-up type Copyright © 2016 Pearson Education, Inc. 16 -33
![The Personal Selling Process Steps in the Personal Selling Process Handling objections is the The Personal Selling Process Steps in the Personal Selling Process Handling objections is the](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-34.jpg)
The Personal Selling Process Steps in the Personal Selling Process Handling objections is the process where salespeople resolve problems that are logical, psychological, or unspoken. Copyright © 2016 Pearson Education, Inc. 16 -34
![The Personal Selling Process Steps in the Personal Selling Process Closing is the process The Personal Selling Process Steps in the Personal Selling Process Closing is the process](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-35.jpg)
The Personal Selling Process Steps in the Personal Selling Process Closing is the process where salespeople should recognize signals from the buyer—including physical actions, comments, and questions—to ask for a order and finalize the sale. Copyright © 2016 Pearson Education, Inc. 16 -35
![The Personal Selling Process Steps in the Personal Selling Process Follow-up is the last The Personal Selling Process Steps in the Personal Selling Process Follow-up is the last](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-36.jpg)
The Personal Selling Process Steps in the Personal Selling Process Follow-up is the last step in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business. Copyright © 2016 Pearson Education, Inc. 16 -36
![The Personal Selling Process Steps in the Personal Selling Process Personal selling is transaction-oriented The Personal Selling Process Steps in the Personal Selling Process Personal selling is transaction-oriented](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-37.jpg)
The Personal Selling Process Steps in the Personal Selling Process Personal selling is transaction-oriented to close a specific sale with a specific customer. The long-term goal of personal selling is to develop a mutually profitable relationship. Copyright © 2016 Pearson Education, Inc. 16 -37
![Personal Selling and Sales Promotion Learning Objective 3 • Discuss the personal selling process, Personal Selling and Sales Promotion Learning Objective 3 • Discuss the personal selling process,](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-38.jpg)
Personal Selling and Sales Promotion Learning Objective 3 • Discuss the personal selling process, distinguishing between transaction-oriented marketing and relationship marketing. Steps in the Personal Selling Process Copyright © 2016 Pearson Education, Inc. 16 -38
![Personal Selling and Sales Promotion Learning Objective 4 • Explain how sales promotion campaigns Personal Selling and Sales Promotion Learning Objective 4 • Explain how sales promotion campaigns](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-39.jpg)
Personal Selling and Sales Promotion Learning Objective 4 • Explain how sales promotion campaigns are developed and implemented. Sales Promotion Copyright © 2016 Pearson Education, Inc. 16 -39
![Sales Promotion Sales promotion refers to the shortterm incentives to encourage purchases or sales Sales Promotion Sales promotion refers to the shortterm incentives to encourage purchases or sales](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-40.jpg)
Sales Promotion Sales promotion refers to the shortterm incentives to encourage purchases or sales of a product or service now. Copyright © 2016 Pearson Education, Inc. 16 -40
![Sales Promotion Rapid Growth of Sales Promotions • Product managers are under pressure to Sales Promotion Rapid Growth of Sales Promotions • Product managers are under pressure to](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-41.jpg)
Sales Promotion Rapid Growth of Sales Promotions • Product managers are under pressure to increase current sales. • Companies face more competition. • Competing brands offer less differentiation. • Advertising efficiency has declined due to rising costs, clutter, and legal constraints. • Consumers have become more deal-oriented. Copyright © 2016 Pearson Education, Inc. 16 -41
![Sales Promotion Objectives • Setting sales promotion objectives includes using: • Consumer promotions • Sales Promotion Objectives • Setting sales promotion objectives includes using: • Consumer promotions •](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-42.jpg)
Sales Promotion Objectives • Setting sales promotion objectives includes using: • Consumer promotions • Trade promotions • Business promotions • Sales force promotions Copyright © 2016 Pearson Education, Inc. 16 -42
![Sales Promotion Major Sales Promotion Tools Samples offer a trial amount of a product. Sales Promotion Major Sales Promotion Tools Samples offer a trial amount of a product.](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-43.jpg)
Sales Promotion Major Sales Promotion Tools Samples offer a trial amount of a product. Coupons are certificates that give buyers a saving when they purchase specified products. Rebates are similar to coupons except that the price reduction occurs after the purchase. Price packs offer consumers savings off the regular price of a product. Copyright © 2016 Pearson Education, Inc. 16 -43
![Sales Promotion Major Sales Promotion Tools Premiums are goods offered either for free or Sales Promotion Major Sales Promotion Tools Premiums are goods offered either for free or](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-44.jpg)
Sales Promotion Major Sales Promotion Tools Premiums are goods offered either for free or at a low price. Advertising specialties are useful articles imprinted with the advertiser’s name, logo, or message that are given as gifts to consumers. Point-of-purchase promotions include displays and demonstrations that take place at the point of sale. Copyright © 2016 Pearson Education, Inc. 16 -44
![Sales Promotion Major Sales Promotion Tools Contests, sweepstakes, and games give consumers the chance Sales Promotion Major Sales Promotion Tools Contests, sweepstakes, and games give consumers the chance](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-45.jpg)
Sales Promotion Major Sales Promotion Tools Contests, sweepstakes, and games give consumers the chance to win something—such as cash, trips, or goods—by luck or through extra effort. • Contests require an entry by a consumer. • Sweepstakes require consumers to submit their names for a drawing. • Games present consumers with something that may or may not help them win a prize. Event marketing or event sponsorship is creating a brand-marketing event or serving as a sole or participating sponsor of events created by others. Copyright © 2014 by Pearson Education, Inc. All rights reserved Copyright © 2016 Pearson Education, Inc. 16 -45
![Sales Promotion Major Sales Promotion Tools Discount Allowance Free goods Specialty advertising Copyright © Sales Promotion Major Sales Promotion Tools Discount Allowance Free goods Specialty advertising Copyright ©](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-46.jpg)
Sales Promotion Major Sales Promotion Tools Discount Allowance Free goods Specialty advertising Copyright © 2014 by Pearson Education, Inc. All rights reserved. Copyright © 2016 Pearson Education, Inc. 16 -46
![Sales Promotion Major Sales Promotion Tools Conventions and trade shows are effective to reach Sales Promotion Major Sales Promotion Tools Conventions and trade shows are effective to reach](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-47.jpg)
Sales Promotion Major Sales Promotion Tools Conventions and trade shows are effective to reach many customers not reached with the regular sales force. Sales contests are effective in motivating salespeople or dealers to increase performance over a given period. Copyright © 2014 by Pearson Education, Inc. All rights reserved Copyright © 2016 Pearson Education, Inc. 16 -47
![Sales Promotion Developing the Sales Promotion Program • Size of the incentive • Conditions Sales Promotion Developing the Sales Promotion Program • Size of the incentive • Conditions](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-48.jpg)
Sales Promotion Developing the Sales Promotion Program • Size of the incentive • Conditions for participation • Promotion and distribution of the program • Length of the program • Evaluation of the program Copyright © 2014 by Pearson Education, Inc. All rights reserved Copyright © 2016 Pearson Education, Inc. 16 -48
![Personal Selling and Sales Promotion Learning Objective 4 • Explain how sales promotion campaigns Personal Selling and Sales Promotion Learning Objective 4 • Explain how sales promotion campaigns](http://slidetodoc.com/presentation_image_h2/562c670b090894dd99a7b8d5464348e0/image-49.jpg)
Personal Selling and Sales Promotion Learning Objective 4 • Explain how sales promotion campaigns are developed and implemented. Copyright © 2016 Pearson Education, Inc. 16 -49
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