Topics
B2B markets, relationships, sales promotion, IMC tools, 7P’s, retailing
Review the activity below or download the PDF student worksheet
- Student Worksheet: Which Sales Promotion Tool
- Instructor Solutions (Members Only): Which Sales Promotion Tool? = Solutions
Student Discussion Task
Firms may use a variety of sales promotion tools to help them increase short-term sales. Choosing from the below list of possible tools, identify which one/s would be most appropriate for:
- A newly launched chocolate bar
- Computer software (for editing digital photos)
- A woman’s fashion clothing store
| Sales Promotion Tools |
Chocolate bar? |
Computer software? |
Clothing store? |
|
|
1 |
A 20% discount | |||
|
2 |
20% extra free | |||
|
3 |
A cash-back offer (from manufacturer) | |||
|
4 |
A two-for-one deal | |||
|
5 |
Discount via a coupon (e.g. shop-a-docket) | |||
|
6 |
A competition (e.g. win a PlayStation) | |||
|
7 |
Extra points on a loyalty program | |||
|
8 |
Receive a free gift (if spending more than $X) | |||
|
9 |
Buy another product at a discount | |||
|
10 |
Access code for special website | |||
|
11 |
Give a free sample | |||
|
12 |
Have a big in-store display |
Student Discussion Questions
- Start this activity by completing the above table.
- Which sales promotion tools did you use the most? Which ones did you use least?
- How does your sales promotion choices compare to those of your fellow students?
- How effective do you think sales promotions are in generating sales and gaining new customers?
- Is there a danger in overusing sales promotions?
- Based on the above table, but you think that sales promotions are more suited to particular types of product categories?
Related Activities
- Will the Retailer Support the Sales Promotion?
- Using Trade Promotions
- Pringles Chips WTF (Sales Promotion Campaign)