Chapter 16: Sales Promotion and Personal Selling

Chapter 16: Sales Promotion and Personal Selling

Sales can be boosted by using a sales promotion which is a short-term incentive.

Tools for Consumer Sales Promotion:

• Coupons and Rebates
• Premiums
• Loyalty Marketing Programs
• Contests and Sweepstakes
• Sampling
• Point-of-Purchase Promotion
• Online Sales Promotion

I fall for all of these promotions when purchasing assets. It was good learn about them so I know whether I am being scammed or if it's a good deal.


Steps in the Selling Process:

1. Generating Leads
2. Qualifying Leads
3. Approaching the Customer and Probing Needs
4. Developing and Proposing Solutions
5. Handling Objections
6. Closing the Sale
7. Following Up