The effect of sales promotion techniques on sales people

I opted to carry out my undergraduate dissertation, specifically on The Effect of Sales Promotion Techniques. Although promotions enhance sales, this field of marketing is not always understood thoroughly by local entrepreneurs. The phenomenon of sales promotion revolutionized the sales industry and nowadays, no day goes by without there being evidence of the use of sales promotion techniques. The aim of this study was to know sales people's perception of sales promotion and to measure its effectiveness in persuading people to buy a product. In addition, this study attempts to understand who is affected the most by sales promotion techniques, and how these can help companies, by encouraging them, to sell products/services, through short-term incentives. The research study is backed by a literature review concerning the more comprehensive theoretical framework as regards to sales promotion techniques, taken in a general manner. This theoretical background serves as a pivotal backdrop to more profound critical evaluation. The empirical approach has been enacted via a systematic research methodology. Data was collected from sales people. Questionnaires were conducted with a sample of hundred respondents, through quantitative analysis. The presentation and interpretation of the findings are presented in a separate chapter. From the data collected and analysed the indications suggest that the sales people are very much influenced by sales promotion, in the sense that the majority of them have some sort of connection with them. Therefore, I can conclude that the sales promotion techniques in selling will continue to provide profits to those companies that make use of them when selling products and services, despite the costs these techniques entail. Recommendations have been presented at the conclusion stage.

Grantor dc:publisher.institution

University of Malta

Year dc:date.issued

2007

• Sales promotion -- Malta
• Selling
• Sales personnel -- Malta

Statement dc:rights

• info:eu-repo/semantics/restrictedAccess

Language dc:language.iso

en

Repository record dc:identifier.uri

https://www.um.edu.mt/library/oar/handle/123456789/83553

OAI identifier oai:identifier

oai:www.um.edu.mt:123456789/83553