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Tally - Accounting Software

SALES PROMOTION






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Selling and Distributing

The distinction between selling and distributing should also be borne in mind as these two terms are every often confused and threated as the same. In case of articles which are scares it may be difficult to practice salesmanship.

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Competitive Salesmanship

A distinction should also be made between creative salesmanship an competitive salesmanship. The selling of fountain pens and typewriters in he earlier days when they newly introduced in the market was an example of creative salesmanship.

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Creative Salesmanship

Creative salesmanship requires adequate technical knowledge of the product in the salesman. The more he knows about the product, the more appeals or benefits for the customer will the salesman be able to think up creatively.

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Place of Advertising in Modern Distribution

Salesmanship of the salesman and advertising should be coordinated. Advertising make the work of the salesman easier.

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Place of Salesmanship in Modern Distribution

The service rendered by salesmanship may be looked upon from there aspects, viz:

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Mail Order Business

Mail order business may be done by the wholesaler or retailer or even by the manufacturer desiring to sell direct to the consumer. The dominating idea in this form of selling is to attract customers by mens of adequate advertisements, circular letters and literature sent by post.

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Self-liquidating Premium of premiums

As the name suggests, the cost of the premium is collected from the buyer (liquidated) himself. But even when the buyer pays for it , he had to pay only a considerably low price for the premium.

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Factory-in-Pack Premiums of premiums

There are popular in the case of Baby Food and Tin Food items. The premium item is packed with the product in the box it self or it may be appended to the outside box (Spoons, cups, measuring glass, etc.) Such premiums are inexpensive since they go along with the product.

Click to read - Factory-in-Pack Premiums of premiums

Coupons of premiums

Coupons that are supplied for effecting price reductions have been explained earlier. Here, the coupons are meant for purposes other than getting rice reductions.

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Premiums of sales promotion

There are various forms of premiums provided by the manufacturer as sales promotional devices.

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Buy-back allowance of sales promotion

This is an allowance following a previous trade deal that offers a certain amount of money for new purchases based on the quantity purchases made on the first trade deal (Trade-in-allowance is also similar to this.

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Trading Stamps of sales promotion

A premium in the form of stamps is given be the seller to consumers while making purchases.

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Money refund offer of sales promotion

Money refund offer of sales promotion

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Samples of sales promotion

In the hope of converting prospect into a customer, a sample (small quantity of the product may be given. This helps the consumer to verify real quality of the product. Various paint manufacturing companies offer this method.

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Price-off offer of sales promotion

It is also knows as 'Bargain Offer's 'Price Packs'. These are intended to stimulate the sales during a slump season.

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Coupons of sales promotion

Coupons ( a chit of stated value) is distributed directly to the consumer. These coupons are, in most cases, kept inside the package.

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Sales Promotion at Consumer's Level

The various schemes may include:

Click to read - Sales Promotion at Consumer's Level

Dealer premium of sales promotion

The dealer is offered a gift every time he purchases a given number of units of company's brands.

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Dealer contests of sales promotion

This is an indirect way for increasing sales. It is conducted by the manufacturer at a wholesale or retail level.

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Special displays and shows of sales promotion

These are seasonal in character but could be arranged in all elaborate manner and for all the products of a company.

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