When sales promotion (Sales graduation) all activities become in summary within the communication politics marketing, which the activation of the market-taken part (selling organs, dealer, customer) for the increase of sales revenues to serve.

Three levels

Field service Promo (Sales graduation): The target group is the own selling. By training courses, vehicle, advanced training, support measures (folders) and motivation (premiums, field service competitions) the salesmen are to become lively more intensive market preparation.

Dealer Promo (Push measures/trade graduation): The dealers receive special information over products or to the shop organization, Aufsteller and display, action to the Abverkauf from new products or renting subsidies and/or bonus systems (Push effect).

Customer Promo (Pull Massnahmen/Consumer graduation): Addition of the dealer support by price writing, special packings out, service ranges with auxiliary use or accessories, samples and costing in the retail trade or foreign conferences in the industrial selling. With the final consumer strengthens demand produced (Pull effect).

Demarcation

After Heribert Meffert distinguishes itself the sales promotion from the contracting politics, which improved terms of payment and supply the Distributor or customers e.g. by additions, dates of payment or supported. The sales promotion actually distinguishes itself also from the Merchandising by the missing creation of value of the measure. Representatives, dealers and customers are many more stimulated to identify itself in the apron of sales sale with the offers and the presentation more intensively. In relation to the advertisement actually stand not the product message or the achievement promise and/or an image in the center, but the material support with the Abverkauf or, in case of the customer graduation, the costing as direct inducement or the generation of addresses for the actual product advertising. Here however indeed overlaps with classical advertising goals are present.

See also

Marketing

Related links

• www.wissenschaft.de: In vain is often in vain study: Free samples do not set the sales in motion

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