Sales Promotion

This study aims to examine and analyze the influence of Promotion mix (Personal Selling, Advertising, Sales Promotion, and Public Relation) on Intensity of purchase of motor yamaha R15 at PT. Suracojaya Abadimotor central Yamaha Pettarani Makassar and to know the independent variables that have dominant influence to Intensitias Purchasing Yamaha R15 motor at PT. Suracojaya Abadimotor central Yamaha Pettarani Makassar. Data collection using primary data obtained from questionnaires using saturated samples. The population is all consumers who buy Yamaha R15 motor at PT. Suracojaya Abadimotor Central Yamaha Pettarani in 2016 number of 52 consumers, while samples taken amounted to 52 respondents. The results of the questionnaire have been tested for validity and reliability, also tested the classical assumPTion of assumPTion of normality and assumPTion of heteroscedasticity. Methods of data analysis using multiple regression technique.The result of the research shows that the first hypothesis is rejected because Personal selling is not influential and insignificant to Intensity of Purchase, while the second, third and fourth hypothesis is accePTed because Advertising, Sales Promotion, and Public Relation have positive and partially significant effect to purchasing intensity and fifth hypothesis accePTed because Sales Promotion dominant influence on Intensity Purchase.
Keywords : Promotion mix, Personal Selling, Advertising, Sales Promotion, Public Relations, Purchase Intensity

This particular research has been undertaken to analyze the impact of the promotion ban on products/ services on the mind-set of consumers. By considering UK organizations and companies from the global market, such analysis has been done and information from different literature sources has been used with a view of the promotion ban of products/ services. Specific strategies and policies have been implemented by organizations and governments for protecting the environment from non-biodegradable wastes and for the wellbeing of consumers. Appropriate methodologies have been incorporated and their application in the context of this research study has been explained in detail. Thematic analysis of articles has been done on promotion and rising competition among companies, benefits of promotion ban, impact on consumers’ behavior with promotion ban, and implications of appropriate policies. Lastly, the conclusion of the research will help readers to understand the need for a promotion ban for certain products/ services. Recommendations have been provided in such a context.

In today's competitive business world customers are considered to be kings. Customers have several choices to make among alternative products, and they exercise a high level of influence in the market with respect to product size, quality and price. Hence, ...

This study is aimed at exploring the impact of gender, age, and household income on consumers' purchasing responsiveness to free-product samples that are given to them at retail grocery stores in Riyadh. The findings demonstrated that consumers' purchasing responsiveness to free-product samples accounted for 67% on the five-point measuring scale. With regard to demographics, younger and female consumers were more responsive to free-product samples, whereas different income groups had no significant differences in this respect. Accordingly, the study recommended marketing managers to: pay more attention to free-product samples as an important promotional incentive; to exert efforts in doing further applied market research to identify locations to which female and young shoppers are attracted, and to target them with free-product samples.

Sistem Pendukung Keputusan (SPK) adalah sistem yang dapat membantu seseorang dalam mengambil keputusan yang akurat dan tepat sasaran. Banyak permasalahan yang dapat diselesaikan dengan menggunakan SPK, salah satunya adalah penentuan calon sales promotion baru. Ada beberapa metode yang dapat digunakan dalam membangun suatu SPK diantaranya AHP-Revised. AHP-Revised merupakan metode yang dapat digunakan dalam memecahkan permasalahan yang bersifat multikriteria, seperti dalam SPK penentuan calon sales promotion baru. Penelitian ini menggunakan metode AHP-Revised dalam menentukan calon sales promotion baru. Adapun hasil akhir dalam penelitian ini adalah hasil akhir perhitungan serta setatus calon sales tersebut diterima atau ditolak oleh sistem sehingga memudahkan manager dalam mengambil keputusan. Berdasarkan hasil analisis dengan menggunakan metode AHP-Revised, maka dapat dihasilkan suatu alternatif pengambilan keputusan dalam menentukan penerimaan sales promotion yang efektif, dengan nilai akurasi mencapai 83,3%.

Designing and implementing a Key Account Management (KAM) programme represents a key task for suppliers that are looking to expand the scope of their relationships with their key customers. Though research has explored the issues of Key Account Management and value within business to business (B2B) relationships, very little research has focused on how KAM can be used to maximise value from these relationships. The work of Pardo, Henneberg, Mouzas and Naudé (2006) theorised a model they dubbed the KAM Value Model. They posited that the value within a KAM framework is multi-dimensional and thus to truly achieve the objectives of any KAM programme, the focus should be on fulfilling the potential of value created and co-created.
The essence of this research is to study the nature of value between the supplier and the customer through a KAM programme by obtaining qualitative information through interviews with key account managers at EPI Service Ltd and quantitative data from surveys from the main contacts of 58 of EPI Service Ltd’s key accounts both in the UK and internationally.
Conclusions established that Key Account Management is vital in harnessing value from the customer, adding value to the customer and establishing value by the relationship itself. There are also a number of similarities found between the KAM value model developed by Pardo et al (2006) and the value construct created and harnessed by the EPI Service Ltd’s KAM Programme.

People in Manado always pay attention of their style in fashion especially women. Shoes is one of the important things that woman want. A good quality product, an affordable price and what people think about the product are some factors that woman have to know when they buy a product. Bellagio is one of shoes store that produce good quality product and many kind of promotion has offered in that store. This research using literature review in order to formulate the Hypothesis. The population of this reseach is the customer of Bellagio Shoes Store and respondents are 60 people of Bellagio Shoes Store’s customer. This research conducted by a quantitative method to support the hypothesis. The data that used in this research are primary data obtain to the questionnaire and secondary data obtain to many books. By using a Multiple Regression Analysis Model, there are significant effect between product quality, sales promotion and social influence on customer purchase intention simulaneously. Based on the result by SPSS, the data is normally distribute, no multicolinearity, no heteroscedasticity and no autocorrelation.

Purpose: The purpose of this paper is to provide an historical analysis of an important early contribution to the history of marketing thought literature – the six-book series titled The Knack of Selling – which was published in 1913 and intended as an early training course for salesmanship. 

Design/methodology/approach: This research utilized a close, systematic reading of The Knack of Selling series and places it in the professional and intellectual context of the early 20th century. Books published about marketing are primary source materials for any study of the history of marketing thought. In this case, The Knack series constitutes significant primary source material for a study of early thinking about personal selling.

Findings: Echoing A.W. Shaw, Watson offers a more sophisticated interpretation of the “one best way” approach associated with Frederick Taylor. Watson’s advice did not entail the repetition of canned sales talks to each customer. His vision of practice was more complicated. Sales presentations were temporally and locationally relative. They were subject to ongoing evolution. As the marketplace changed, as customer needs and interests shifted, so did organizational and salesperson performances. To keep sales talks relevant to the consumer, personnel were encouraged to undertake rudimentary ethnographic research and interviews. Unusually, there is oscillation in the way power relations between marketer and customer were described. While relational themes are present, so are military metaphors. 

Originality/value: This is the first systematic reading of The Knack of Selling that has been produced. It is an important contribution to the literature inasmuch as this book set is not in wide circulation. The material itself was significant as an input into scholarship subsequently hailed as seminal within sales management.

Keywords: Marketing; Marketing Theory; Sales; Salesmanship; Power.     

 

Μεσογειακό Κολέγιο: 2ο Διεπιστημονικό Φοιτητικό Συνέδριο 2014

Η παρουσίαση αυτή στοχεύει στην παροχή μιας στρατηγικής ανάλυσης της διαχείρισης της Alfa Pastry SA, ένας από τους πιο σημαντικούς παράγοντες, που δραστηριοποιούνται στην ελληνική αγορά κατεψυγμένων βιομηχανίας επεξεργασμένων τροφίμων. Όπως συμβαίνει με τις περισσότερες ελληνικές επιχειρήσεις, Alfa λειτουργεί σε ένα ταραχώδες οικονομικό και πολιτικό περιβάλλον. Την ίδια στιγμή, οι Έλληνες καταναλωτές δίνουν έμφαση στις χαμηλές τιμές και υψηλή ποιότητα των προϊόντων διατροφής. Χάρη στην ποιότητα και την καινοτομία της, η Alfa κατάφερε να βελτιώσει σημαντικά την αύξηση των πωλήσεων από το 1998.

Ωστόσο, η ανταγωνιστική θέση της στην βιομηχανία καθώς και οι απειλές που έχει να αντιμετωπίσει, σημαίνει ότι η εταιρεία πρέπει να κάνει βήματα προς τη βελτίωση της. Η ανάπτυξη της αγοράς, η αποτελεσματική προώθηση, η ανάπτυξη των online πωλήσεων, η διαφοροποίηση των προϊόντων, καθώς και ο δημοσιονομικός έλεγχος είναι μόνο μερικοί από τους τρόπους με τους οποίους θα μπορούσε να ενισχύσει Alfa και να διατηρήσουν τη μελλοντική ανάπτυξη και την ανταγωνιστικότητά της.

An Advertising Agency Promotion Proposal to create DeKuyper® and Jim Beam® Liquor Ice Cream for the purpose of BRAND PROMOTION; to attract Female Consumers and Millennials to DeKuyper and Jim Beam Liquor Brands using the very favorable mix medium of Ice Cream for this target demographic.
OVERVIEW:
A Proposal for a DeKuyper and Jim Beam Liquor Ice Cream Promotion
Promotion to create DeKuyper® and Jim Beam® Liquor Ice Cream for the purpose of attracting younger Female Consumers and Millennials to DeKuyper and Jim Beam Liquor Brands using the very favorable mix medium of
Ice Cream to introduce this target demographic to the brands.

Promotion is one of the four major elements of the marketing mix. Therefore, an integrated marketing communications (IMC) strategy consisting of a combination of promotional tools could be an essential element of the businesses’ overall marketing strategy. Different promotional tools could foster an increased awareness of a company’s products or services, inform people about features and benefits, and move them to make a purchase. In this light, this chapter examines these promotional tools, individually. It suggests that effective IMC plans promote the companies’ products and services, by sending clear, consistent and complementary messages that are ultimately intended to turn prospects into customers. In conclusion, it posits that the marketing managers must consider the 6Ms (including the market, the mission, the message, the media, money and measurement) when they are preparing an IMC plan.

The purpose of this study was to examine the influence of sales promotion on buying behavior among university students. Specifically, University Putra Malaysia (UPM) was chosen as study location. A total of 150 respondents were recruited using systematic random sampling technique. The data were collected using self-administrated questionnaires. This study found that there was no significant difference between gender and buying behavior (t = 1.569, p > 0.05). On the other hand, a there is a significant differences family monthly income and buying behavior (F = 2.597, p ≤ 0.05). There were significant relationship between attitude towards price discounts (r = 0.351, p ≤ 0.01), coupons (r = 0.392, p ≤ 0.01), free samples (r = 0.491, p ≤ 0.01) and "buy-one-get-one-free" (r = 0.456, p ≤ 0.01) with buying behavior. Results of Hierarchical Multiple Regression found that free samples and buy-one-get-one-free explained 28.7% variance in buying behaviour of the respondents. The findings of this study would help marketers to understand the types of promotion that significantly influence buying behaviour of the respondents. Hence, this could help marketers in their marketing planning to become more competitive and gain profit.

Marketing in the 21st century involves the need for clear strategies to reach and engage target markets in an ever-evolving landscape.  In this paper, personalized marketing, technological shifts, new consumer trends, globalization, and pricing strategies are analyzed in order to shed more light on the challenges companies face in establishing and sustaining strong brands.

Today in the global information village, accounting is considered as information systems. Now, the role of accounting is not to provide financial statements only, its main function is to generate and provide users’ demand driven information to its stakeholders.
Square Toiletries Limited is one of the largest and leading "Fast Moving Consumer Goods" company in Bangladesh. This report provides an in-depth analysis and interpretation of "Internal Audit of Retailers Sales Incentives Program". It consists of the job responsibilities I was given during my internship in the Accounts and Finance Department of STL. A detail about my critical observation is given about the way they record their daily transactions with their third parties, the way they analyze and verify their every small to huge monetary transactions by auditing, what kind of promotional campaigns are designed for the retailers, also how they maintain good relationship with their retailers through trade programs like Eid Dhamaka Instant Cash Discount Offer, Jui, Chaka & Magic products Cash Discount Program and ÒwRZzb kxZRy‡oÓ Jitun Sheetjure winter gift program and how these kind of promotional programs are financially effective. I also gave a description about my critical observation about the activities of STL including my recommendation to change some of their processes to control the mistakes. Also, a detailed explanation of these three programs and what retailers are participating in this kind of trade programs are explained.
All these research and calculations were done with the help of area wise In Market Sales (IMS) report. Some possible helpful actions are also mentioned to overcome any major area of weaknesses.
Lastly, today’s position is the result of the past performance & today will reflect the future performance. So, this is high time to combine our effort to take initiatives & develop awareness for ensuring optimum compliance of disclosure requirements for the sake of perfect & concrete internal audit procedure.

The research aims to study the effect of sales promotion on the purchase quantity and recommend sales promotional means and methods that could improve sales for retail sector in Malaysia. The impact of coupons, bonus packages, premiums, free samples and price discount is measured on purchase quantity of Malaysian retail consumers. Empirical data is gathered from 150 respondents using self-administered questionnaire and analyzed using correlation and regression analysis to examine the relationship between variables. The findings of the study reveal that all independent variables influences purchase quantity positively and significantly while free samples and price discounts are most influential factors for Malaysian market.

The Four Step Sales Cycle Found in Every Successful Business Transaction.

“Selling with EASE Will Help You Close More Deals, Advance Your Career and Build Your Income.” JEB BLOUNT - Bestselling Author of Fanatical Prospecting and People Buy You

In today's competitive business world customers are considered to be kings. Customers have several choices to make among alternative products, and they exercise a high level of influence in the market with respect to product size, quality and price. Hence, it is important for producers to meet the needs of customers in order to stay competitive. One of the marketing communication tools that is used in attracting the attention of the customer and build their loyalty is sales promotion. The aim of this paper therefore is to determine the effect of sales promotion on customer loyalty in the telecommunication industry. In this study, the survey method was used in gathering information from the respondents. Simple random sampling was used to select a sample size of 310, while descriptive and inferential statistical analyses were conducted with the aid of SPSS software. Producers spend a large part of their total marketing communication expenses on sales promotion. Hence, this paper attempts to find the effect of sales promotion on customer loyalty using a sample of customers of mobile telecommunication services. The paper found that, there is positive relationship between sales promotion and customer loyalty. More importantly, it was discovered that non-loyal customers are more prone to switch to competing products as a result of sales promotion than loyal customers.

Organizations trying to build sustainable brands invest heavily on promotion among other things. Promotions are the blood of any organization; its activities cannot be underestimated for company who wishes to remain in a global competitive environment. This research paper examined whether there is correlation between promotion expenditure and sales turnover with special reference to Cadbury Nigeria Plc, Nestle Nigeria Plc, Nigerian Bottling Company Plc, Nigeria Breweries Plc and Guinness Nigeria. . Literature was presented to support the position that Organizations trying to build sustainable brands invest heavily on promotion among other things. Data were collected through six years annual reports and accounts of these companies. Data were analyzed through Microsoft Excel 2007. Result showed that as advertising and promotion expenditures increases over time sales turnover also increases. The result also showed that there is a strong positive correlation between promotion/ advertising expenditure and sales turnover and it was discovered that importance of promotion and advertising cannot be underestimated in achieving organization stated objectives especially in this global business competitive environment Subsequently, recommendations were made to the management to improve advertising/promotion budget every year and also to engage in electronic advertising so as to have access to global market

Due to liberalization, internet connectivity has spread throughout the country as well as mobile phone use across different network since inception in 1999. Market liberalization and globalization of the telecommunication industry in the country has been experiencing fierce competition. Hence there is need for companies in this industry to promote their products. Due to the importance of sales promotion, this study sought to determine how sales promotion affect customer behavior at Safaricom ltd. The findings of this research will be of great value to: Telecommunication industry, Kenyan government more especially Communication Authority of Kenya (CAK) and lastly researchers and academicians. The research was only limited at Safaricom outlets in Mombasa County. To provide the basis of the study, the researcher relied on four (4) theories (adaptation theory, prospect theory transaction utility theory, and assimilation contrast theory). Most studies in this field in Kenya has been carried out in the beverage and alcohol industry, hence a study gap exist which this sought to bridge. The study relied on the descriptive research design where questionnaires were distributed to 100 employees of various Safaricom outlets in the county. The study adopted a census technique since the population is small hence target population was equal to the sample size. For data analysis the researcher used SPSS. The study also adopted regression equation.  Among 100 questionnaires, only 77 questionnaires were returned by the respondents, in which the researcher relied on for data analysis. The correlation analysis showed that there is a positive relationship between independent variables (sweepstakes, airtime bonuses, discounted call rates loyalty schemes) and the dependent variable (consumer behavior) and also a positive correlation exist between the independent variables. The analysis further showed that independent variables can explain only 44.7% of the dependent variables. The study found out that consumer behavior at Safaricom Ltd is affected by sales promotion strategies such as Furahi na Safaricom, Tunukiwa na Safaricom, Mpesa Scholarships, Lipa na Mpesa, Storo Bonus, Bonga Points and discounted call rates. Finally, the study recommended that Telecom firms should conduct both market research and research and development on sales promotion strategies, the study also suggested that some of the sales promotion strategies such as discounted call rates and airtime bonuses should be applied cautiously so as to maintain profitability of the organization.

This research study is unique in measuring the comparative effectiveness of IMC tools used by Coca Cola. To achieve this purpose, a set of hypotheses were focused on comparison between IMC tools. To answer the hypotheses, a review of literature related to IMC was conducted, resulting in a conceptual framework. Methodologically, a survey was conducted with random sampling technique. Following careful analysis, the findings reveal that advertising, sales promotion and direct marketing were most effective in creating brand awareness, influencing purchase intention and increasing consumption. In contrast, public relations and Internet were effective in forming positive attitude towards the brand. Furthermore, public relations and Internet were the least popular choice of the respondents in terms of creating brand awareness.

The communication with the clients is of crucial importance for the success of the business and the marketing. The experience proves that even the best products can’t sell themselves on their own. The benefits, the solutions, the efficiency of the costs need an effective approach by everyone that can influence the buyers along with the technical complexity of the business products. However the impersonal methods of communication, which include advertising, catalogs, internet, expos, etc., have the unique role in the process of communication. To maximize the use of the products for promotion, business companies develop campaigns of integral marketing which bring the marketing communications closer to achieving the strategic goals. The development of the integral marketing communication strategies has the goal to bring the business closer to the clients with a creative implementation through the media in order to get the wanted results. Thanks to the nature of the business to business advertising programs during the buying process, the personal sale is the key techniques to create a sale, and the advertising is its supporter and replenisher. The advertising is a capability to reach the influential people in the buying process, which cannot be reached by the salesman on their own. The advertising supports personal sales through introducing the clients with the company and the product through a specific role in the business marketing strategy, creating a business program in the advertising, the options for business media, the ways to measure the efficiency of the business advertising, and the role of the expos manifestation. The authors of this paper put a special accent and focus their research on the models which allow clear understanding of the global advertising, the structure of the advertising decisions, the development and the understanding of the business advertising and an estimation of the role integrated in the promotional activities. Key words: business, clients, sales, promotions, models, communications.

Indian meals are unimaginable without a liberal to moderate usage of Edible Oil (Cooking oil)which contributes to a sizeable share of Indian household's wallet. Being the largest democracy in the world with multiple religions, the people of India have developed diverse food habits, tastes and preferences due to many cultures & subcultures. The aim of this paper was to examine an impact of sales promotion (which is a subset of one of the marketing stimuli-Promotion), quality, price, and purchase intention on the loyalty of Indian Generation-Z households for edible (cooking) oil; which wasbased secondary and primary research with sample size of 50 (being the pilot study for PhD dissertation, in order to assess the reliability of the structured questionnaire.This study reveals that quality, price, purchase intention, and sales promotion holda significant role in developing the customer loyalty among Generation Z for edible oils in India. The study done, adds value to understand the purchase behavior of Generation Z towards consumption of edible oil in the emerging markets like India.

Objective - The aim of this paper is to examine the role of sales promotional activities as a market driven strategy carried out by cellular service providers and its impact on their corresponding sales. This is achieved by focusing on key dimensions of sales promotional tools carried out by cellular service providers such as free SMS, airtime, Live TV, night calls, internet packs etc. 5 cellular service providers – BSNL, Idea, Airtel, Vodafone, Tata Uninor were selected for the study with a sample of 200 respondents. The links between these sales promotional tools and the actual sales achieved by the firm in a market are explored through interactions with its consumers in this paper.
Design/methodology/approach - This research is based on an in-depth case study of distinct cellular service providers in Kolhapur city through an close ended questionnaire administered to 200 respondents in Kolhapur city.