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7 Cards in this Set
- Front
- Back
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• Affordable method |
Setting the promotion budget at the level management thinks the company can afford |
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• Percentage of Sale Method |
Setting the promotion budget at a certain percentage of current or forecasted sales or as a percentage of the unit sales price |
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• Competitive-parity Method |
Setting the promotion budget to match competitors’ outlays |
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• Objective-and-Task Method |
1.Defining specific objectives. 2. Determining the task that must be performed to achieve these objectives. 3. Estimating the costs of performing these tasks. |
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• Customer (market) structure |
A sales force organization in which salespeople specialize in selling only to certain customers or industries |
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• Territorial structure |
Sales force organization that assigns each salesperson to an exclusive geographic territory in which that salesperson sells the company’s full line. |
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• Product structure |
Sales force organization in which salespeople specialize in selling only a portion of the company’s products or lines |
