Mktg 340--Chapter 12, Part 4: Sales Promotions

Front 1

Sales promotions

Back 1

All of the incentives offered to customers and channel members to encourage product purchases.

Front 2

Consumer promotions

Back 2

Incentives directly offered to a firm's customers or potential customers.

Front 3

Trade promotions

Back 3

Expenditure or incentives used by manufacturers and other members of the marketing channel to purchase goods for eventual sale.

Front 4

Freestanding inserts (FSIs)

Back 4

Sheets of coupons distributed in newspapers, primarily oh Sunday.

Front 5

Cross-ruffing

Back 5

The placement of two promotional materials together.

Front 6

Promotion-prone consumers

Back 6

Consumers who are not brand loyal and regularly respond to promotions, such as coupons price-off plans, or premiums, only purchasing items that are on-deal.

Front 7

Brand-loyal customers

Back 7

Consumers who purchase only one particular brand and do not substitute, regardless of any deal being offered.

Front 8

Price-sensitive consumers

Back 8

Consumers for whom price is the primary, if not only, criterion used in making a purchase decision.

Front 9

Trade allowances

Back 9

Financial incentives to other channel members to motivate them to make purchases.

Front 10

Slotting fees

Back 10

A form of trade allowance in which are funds charged by retailers to stock new products.

Front 11

Exit fees

Back 11

Monies paid to remove an item from a retailer's inventory.

Front 12

Spiff money

Back 12

Rewards given as contest prizes to brokers, retail salespeople, stores, wholesalers, and agents.

Front 13

Trade incentive

Back 13

Funds given that require the retailer to perform a function in order to receive the dollars.