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SALES PROMOTION (NON-PERSONAL SELLING PROCESSES)  Sales promotion consists of activities that focus on stimulating consumer purchasi...


Sales promotion consists of activities that focus on stimulating consumer purchasing at the point of sale and improving dealer effectiveness. These are all non-personal selling processes. Point of Purchase Advertising includes displays and demonstrations that seek to promote the product at a time and place closely associated with the actual decision to buy.

Specialty Advertising is a sales promotion medium that uses useful articles to carry the advertiser’s names, address, and advertising message to reach target customers.

Other – This category contains samples, coupons, premiums, deals, rebates, and loyalty programs.

  • A sample is a free item given in an attempt to obtain consumer acceptance. 
  • Coupons offer a discount, usually some specified price reduction, on the next purchase of a product. Premiums are bonus items given free with the purchase of another product. 
  • Deals are price reductions designed to encourage trial of a product, to counteract a competitor’s promotion or to encourage retailers to stock the product. 
  • Rebates encourage consumers to purchase and induce channel members loyalty to a manufacturer. Loyalty programs stimulate repeat purchases by providing rewards such as points toward products or free air miles with each purchase.


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