Developing The Sales Promotion Program

December 21, 2016
The marketers must make several other decisions in order to define the full sales promotion program. First, the marketers must decide on the size of the incentives. If the promotion is to succeed, a certain minimum incentive is necessary. A large incentive will generate more sales response. Marketers also must set conditions for participation. Incentives might be offered to everyone or only to selected groups. Then marketers must decide how to promote and distribute the promotion plan itself. A 50-cents-off coupon could be given out in a package, at a store, by mail, or in an advertisement. Each distribution process involves a different level of cost and reach. Increasingly, marketers are combination of several media into a total campaign concept. The length of the promotion is also very important. If the time period of sales promotion is too short, many prospects (who may not be buying during that time) will