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SALES PROMOTION and PERSONAL SELLING

Byte size learning skills course of 1 comprehensive session

In this course, we look at the individual tools of marketing communications. Specifically however we are investigating the tools of sales promotion and personal selling.  Both sales promotion and personal selling share the characteristic of being the most immediate of the promotional tools – both focus on attempting to create or cause an immediate sale. Although a theme of this course is the need for integrated marketing communications plans based on the overlap and interaction between all the different tools of promotion, often sales promotion and personal selling are used closely together in promotional campaigns.

In this course, you will need to read the following chapters from the textbook:

Marketing Communications: Contexts, Contents and Strategies, Chris Fill (1999) second edition, Hemel Hempstead: Prentice Hall Europe. The textbook is not included in the price of the course and should either be purchased or borrowed separately.

Chapter 18: Sales Promotion

Chapter 19: Sales Promotion Techniques

Chapter 22: Personal Selling

After completing this course, you should be able to:

  • understand the role of sales promotion in the marketing communications mix

  • explain the range of sales promotion methods and current thinking about how they work

  • develop plans for using sales promotion strategically in a range of applications and settings

  • understand the role of personal selling in the marketing communications mix

  • explain the range of selling roles and tasks and current views about how selling works as a communications tool

  • explain the issues in planning and managing personal selling in the communications mix

  • evaluate some key trends and developments in personal selling.

Course Content

Introduction


Objectives

  • Overview of Sales Promotion 
     

  • How Sales Promotion Works 
     

  • A Strategic Approach 
     

  • Sales Promotion Methods 
     

  • Other Issues in Sales Promotion 
      

  • Personal Selling 
     

  • Sales Force Management 

Summary

Further Reading

Tutor-marked Question Paper

Qualification: Certificate of Completion in Sales Promotion and Personal Selling
 

£ Cash Price

£ Deposit

£ Instalments

no. of  payments
50      
The total amount payable over the term's period, is no more than the total cash price of the course. (APR = 0%). Written quotations are available on request.

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