SALES PROMOTION

MAY 12, 2020

DAY 2

6th period in 12 B and 7th period in 12 A

THANK YOU FOR LOGGING IN. GOOD MORNING BOYS!

LEARNING OUTCOMES- At the end of the topic, students will be able to- 
1) Differentiate between advertising and personal selling.
2) Explain the concept of sales promotion.

WATCH A SMALL VIDEO FIRST TO UNDERSTAND THE TOPIC BETTER:

NOW TAKE DOWN THE NOTES:


Q.21 Differentiate between Advertising and Personal selling. (6)( write in tabular form).
Ans- 1. Form/ Nature- Advertising is an impersonal form of communication whereas Personal Selling is a personal form of communication.
2. Method- Advertising involves transmission of standardized messages that is same message is sent to all the customers in a market segment whereas in personal selling, the sales talk is adjusted keeping in view customer's background and needs.
3. Reach- Advertising reaches masses that is a large number of people can be approached whereas only a limited number of people can be contacted because of time and cost considerations in personal selling.
4. Cost- In advertising, the cost per person reached is low whereas the cost per person is quite high in case of personal selling.
5. Feedback- Advertising lacks direct feedback whereas Personal Selling provides direct and immediate feedback.
6. Flexibility- Advertising is inflexible as the message cannot be adjusted to the needs of the buyer whereas Personal Selling is highly flexible as the message can be adjusted.

Q.22 What is sales promotion? What are the features of sales promotion? (3)
Ans- It refers to short term incentives, which are designed to encourage the buyers to make immediate purchase of a product or service like free gift offers, free sample distribution, etc.
The features of sales promotion are as follows:
1. They include all promotional efforts other than advertising and personal selling , used by a  company to boost its sales .
2. Companies use sales promotion tools specifically designed to promote to-
i) Customers like free samples, discounts and contests.
ii) Tradesmen or middleman like cooperative advertising, dealer discounts , contests, etc.
iii) Salespersons like bonus, salesmen contests, special offers ,etc.

YESTERDAY'S CASE STUDIES ANSWERS:


ANS 1- NATURE OF  MANAGEMENT AS A PROFESSION WHICH INCLUDES FEATURES OF PROFESSION BOTH IN FAVOUR OF AND AGAINST MANAGEMENT.

ANS 2- ORDER AND DIVISION OF WORK PRINCIPLE

TODAY'S CASE STUDIES FOR PRACTICE:

Q.1  Sonali is the manager of a large company manufacturing garments for kids. She plans her winter
collection in the month of August itself. Then, she ensures that there is adequate workforce. She
continuously monitors whether production is proceeding according to plans. She asks the marketing
department to prepare their promotional and advertising campaigns also.
1. Identify and explain the concept of management explained in the above para.
2. What characteristic feature does the above para highlight? State.

Q.2 ABC Ltd. is engaged in producing electricity from domestic garbage. There is almost equal
division of work and responsibility between workers and management. The management even takes
workers into confidence before taking important decisions.
All the workers are satisfied as the behavior of the management is very good.
1. State the principle of management described in the above para.
2. Identify any two values which the company wants to communicate to the society.

Q.3 Khandelwal Ltd., a tyre manufacturing concern has been established for more than ten
years. Having made good profits in the past, company wanted to expand further and hence did not
declare bonus for the previous year. The workers got agitated and trade union declared strike and
demanded bonus and other facilities. The management decided not to give into their demands.
1. Which principle of scientific management is overlooked in the given case?
2. State any two values overlooked/ignored by the management in the above

GOD BLESS YOU ALL!