Professional Documents
Culture Documents
Chapter 13 - Personal Selling - Sales Promotion
Chapter 13 - Personal Selling - Sales Promotion
Armstrong/Kotler
A. Personal Selling
- The Nature of Personal Selling
- The Role of the Sales Force
B. The Personal Selling Process
C. Sales Promotion
- Sales Promotion Objectives
- Major Sales Promotion Tools
- Developing the Sales Promotion Program
Objectives Approaches
7. Follow-Up
• Follow-up is necessary if the salesperson
wants to ensure customer satisfaction and
repeat business.
Price packs (cents-off deals) • Offer consumers savings off the regular price
of a product
Premiums • Goods offered either free or at low cost as
an incentive to buy a product
13- 26
13- 27