Sales representatives stay abreast of new products and the changing needs of their customers in a variety of ways. They attend trade shows at which new products and technologies are showcased. A Sales Representative shall be responsible for all ad serving, back end operation support and technical implementation for the services hereunder. A Company will also be able to take advantage of the existing Sales Representative infrastructure for managing ad inventory flow, targeting (including geographic, demographic and behavioral methods) and sales management reporting. Sales Representatives may need to analyze sales statistics and check stock on grocery shelves, walk-in freezers, warehouses, and stockrooms. They may also have to carry bulky displays and sample cases.
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Sales Promotion acts as a competitive weapon by providing an extra incentive for the target audience to purchase or support one brand over another. It is particularly effective in spurring product trial and unplanned purchases. Sales promotion devices and methods are well known and include free gifts, postal mail-shots and public advertisements, for example on television and in newspapers. Moreover, the methods include sales approaches and/or visits made by sales personnel to potential customers. Sales promotion is concerned with the creation, application and dissemination of materials and techniques that supplement advertising and personal selling. Sales promotion makes use of direct mail, catalogues, trade shows, sales contents, premiums, samples, window display and other aids.
Sales promotions within grocery channels involve some form of coordination/cooperation between manufacturer and retailer. The result is a sales promotion agreement (SPA). Sales promotion is commonly implemented by having a Sale, in which the prices of specified items, or specified item combinations, are temporarily reduced. However, for such a sale to be most effective, it must be properly and timely announced to the customers of the sales outlet. Sales promotion is a mass communication technique that offers short-term incentives to encourage purchase of a product. The paper discusses the relevance of personal selling and sales promotion.
Sales promotion includes several communications activities that attempt to provide added value or incentives to consumers, wholesalers, retailers, or other organizational customers to stimulate immediate sales. These efforts can attempt to stimulate product interest, trial, or purchase. Sales promotions can be directed at either the customer, sales staff, or distribution channel members (such as retailers). Sales promotions targeted at the consumer are called consumer sales promotions . Sales promotion and selling are the two main foci of the course, but other integrated marketing communications tools will be covered including public relations, direct marketing, sponsorships, and merchandising.
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