3305 SP09 Bb - ch16 selling-promotion - ch19 crm - presentation suggestions

3305 SP09 Bb - ch16 selling-promotion - ch19 crm - presentation suggestions

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Dr. Christopher P. Blocker © imc – take 2 sales promotions and personal selling. the front lines.
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1 | 2 Dr. Christopher P. Blocker © big ideas - sales promotion purpose and role what it looks like - personal selling the core of successful selling relational vs. transactional sales - customer relationship management CRM and CLV concepts
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Dr. Christopher P. Blocker © sales promotion: activity intended to induce immediate purchase
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Dr. Christopher P. Blocker © coupons: a written price reduction used to encourage consumers to buy a specific product
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1 | 5 Dr. Christopher P. Blocker © promotional methods efunds/rebates oint-of-purchase oyalty programs emonstrations ree samples
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Dr. Christopher P. Blocker © sales promotion objectives type type of buyer of buyer loyal customers competitor’s customers brand switchers price buyers desired results desired results reinforce behavior change purchase timing break loyalty persuade to switch persuade to buy your brand more often appeal with low prices supply added value examples examples loyalty marketing bonus packs sampling sweepstakes, contests, premiums price-lowering promotion trade deals coupons, price-off packages, refunds trade deals
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3305 SP09 Bb - ch16 selling-promotion - ch19 crm - presentation suggestions

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