sale promotion Drug store and business managements

2. Sale Promotion
 Introduction
 Objective of sale promotion
 Technique of sale promotion
 Salesmanship
 Salesman
 Advertising
 Window display
 Market research

3. Sale Promotion
 Introduction
 The main aim of any business is to earn a maximum
profit and this is possible only through maximum
sale.
 The maximum sale can be achieved by using
various techniques of sale promotion.
 Sale promotion include those marketing activities,
other than personal selling advertising and publicity.
Business
Maximum
sale
Sale
promotion
depend depend

4. Sale Promotion
 Objective of sale promotion
1. To introduce new product
2. To attract new customer
3. To maintain old customer
4. To improve public image of the firm
5. To popularise a brand name of the product
6. Improve relationship with dealers
7. To create in temporary cash in current
8. To search out retailer company
9. To increase desire buying

5. Sale Promotion
 Technique of sale promotion
1. Free sample
2. Trading stamps
3. Coupons
4. Premium or bonus offer
5. Prize contests
6. Fair and exhibition s

6. Sale Promotion
1) Free sample
Medical representative visit to physicians
and give detail product information with
free sample of their company product.
Samples are a trial of a product. This is
generally the most powerful form of
promotion for “new products”.
company provide free sample for
promotional program that allows the
consumer the opportunity to try a product
or service for free.
Example:- dabur honey free with dabur
meswak toothpaste

7. Sale Promotion
2) Trading stamps
The retailer provide trading stamp to customer in proportion
to the amount of purchase.
Customer collect adequate amount of stamp and get free
product , discount, in exchange of it.
This technique induce customers to but from those retailers
who offers such stamps

8. Sale Promotion
3) Coupons
Coupons are a certificate which offer price
reduction to consumers for specified items.
Company distributed Coupons through mail,
Newspaper, magazines or retailer
holder of coupons can by the product at a
discount from the retailer
Company refund the retailer for the value
of coupons collected by him from his
customer.
Retailer generally do not like thi scheme
because it create financial and accounting
problems for them.

9. Sale Promotion
4) Premium or bonus offer
In this technique the firm offers a certain quantity of
product free of cost on the purchase of specified quantity
of the product.
The premium offer can be of three types.
1) with pack premium
2) A re-usable container
3) free-usable mail premium

10. Sale Promotion
 4) Premium or bonus offer
a) With pack premium
Free product is given along with product purchased by
the customer.
Example one stainless steel teaspoon is inserted as free
gift inside the 240ml bottles of cough syrup.

11. Sale Promotion
 4) Premium or bonus offer
b) A re-usable container
The product is packed in a container that has utility for
the customer after it is consumed.
Example ayurvedic Baidyanath chyawanprash is
available in a attractive container which can be re-used
in the kitchen .

12. Sale Promotion
4) Premium or bonus offer
c) free-usable mail premium
 A free gift is given to the customer on producing a
proof of purchase i.e.cash memo or wrapper of
the product

13. Sale Promotion
 5. Prize contest
The contest for the customers, salesmen, dealers
The write a slogan or complete sentence about utility of
the product. Attractive prize are given for the best
Entries.

14. Sale Promotion
6) Fairs and exhibition
Fairs and exhibition are organised to display & popularise
product of the form.
Example:- conformance seminars company and industries
participate in the exhibition organised by their organising
Committee & disturbed free literature itself and its product.

15. Sale Promotion
 Salesmanship:-
Sales are the life-blood of any business because sale is major
source of revenue for business.
Salesmanship is an art convincing and selling good and
services of the seller to buyers. It give the satisfaction to
the customer. It will win a permanent goodwill for the seller.

16. Sale Promotion
 Salesmanship
Personal selling, salesmanship is oldest and most effective
Technique by these understanding the need, motives, and
behavior of the people.
Its also useful knowing the habits, tastes, and attitudes of
the customer. Such information is use full to manufacturers
is designing better products also improving the existing
one.

17. Sale Promotion
 Salesmanship Advantages:-
 It help in location of prospecting buyers.
 It help in the creation of demand for new product.
 It maintains the demand for the existing products.
 It remove the objection and doubts of customers.
 It helps to representing the product in a very effective way.
 It can develop durable relationship with consumers.
 The salesman acts a consultant to the consumers.
 Salesmanship gets immediate action.

18. Sale Promotion
 Salesmanship
 Steps in selling process
1) Pre-sale preparation
2) prospecting
3) Approaching
4) Presentation
5) Dealing with objections
6) Closing the sale
7) Follow up

19. Sale Promotion
 Steps in selling process
1) Pre-sale preparation
The selection, training and motivation of sales person is
the
final step in personal selling. The salesman must have a
through
Knowledge of the products, customers, competitors
product,
and techniques of selling.
2) prospecting
The salesman must locate the potential buyers and identify their needs.
They should examine the records of past and present customers to find
out the nature of potential buyers .

20. Sale Promotion
 3) Approaching
 The salesman should introduce himself, Product, manufacturer
to the potential buyer with polite at counter make feel him like
home .
When he is busy with other customer he should assure the
customer that he would attend to him presently

21. Sale Promotion
 4) Presentation
The main aim of presentation is to convince the
customer, he
need this type of product will fulfill his need.
The salesman should describe the salient features
and use of the
Product in brief not its technical detail
pharmacological action ,
Side effect , drug formulation, its chemical
compassion.
Arguments should be avoided avoided at all cost
that lose the

22. Sale Promotion
 5) Dealing with objections
 Certain doubt may be raised by customer after presentation
which should be well come mostly regarding the price, quality
design .
Helpful discovering the doubts of the customer.
The salesman should not lose patients if customer asks many
questions & tack time in reaching a decision.
The main aim of the salesman should be remove customers
Objections in one way or the other, so that the customer is
satisfied with product .

23. Sale Promotion
6) Closing the sale
Once the customer has made up his mind to buy the product
salesman closed the sale in a friendly manner.
Its difficult to closed the sale if the customer has not yet com
to a decision.
The customer should be made to feel that he has made right
choice & no circumstance ,the customer should be pressurised
to get in for a particular items.
The salesman should thank you to customer at the time of
delivery of goods with assure the customer of still better
service in future.

24. Sale Promotion
 7) Follow up
 Further ‘ Follow up’ is not practicable in case of retail
pharmacy as customer do not visit the pharmacy as
frequently as they do in other shop.
But representaves of suppliers generally follow up for
stock ‘sold in’ to be ‘sold out’ by effective salesmanship.

25. Sale Promotion
 Salesman
A person who is engaged in selling goods to the customers is
known as a ‘salesman’. Its generally said that salesman are
Born not made but know its not true any person can adopt a
sale profession gets coaching and training.
success of firm depends on the performance of there sale
force so firm append well qualified trained, energetic and
young persons as the company’s sales force.

26. Sale Promotion
 Quality of salesman
a) Personal quality b) Mental quality
c) Social quality d) Vocational skills
a) Personal quality
1) goods salesman have Attractive personality.
2) He should have clear voice , tone of speaking should be natural
So as to impress the persons dealing with him.
3) he must have good heath, A salesman job involve in physical
strain because of its touring nature. So only Persian with good
physical health can work effective.
4) He should be well dressed because its adds to his charm
Personality that’s impress customer.

27. Sale Promotion
 b) Mental quality
1) A good salesman should posses a sound memory, presence of
mind, imagination, foresightedness (vision), sound judgments
and inactive
2) He should be intelligent enough to understand the nature and
requirements of potential buyers.
3) He must have the imagination to look at things from the view
point of the customer.
4) And salesman can win regular and permanent customers only
through good mental quality.

28. Sale Promotion
 c) Social quality
1) A good salesman have liking for people and the
ability to
mix with them.
2) He must not be shy and of reserved, formal
nature.
3) He should be since, dependable, cooperative and
honest.
4) The should have more patience because dealing
with different
Types customers.
5) He should always be polite when dealing with
customers.

29. Sale Promotion
d) Vocational skills
1) Good salesman have specialised knowledge of selling
Techniques.
2) Have highly skilled vocation.
3) It required certain training Aptitude knowledge of products,
Customers, competitors in markets.

30. Sale Promotion
Advertising
Advertising is an art, which provided detail information ( uses
superiority over the brands, sources, availability , prise) about
Product and made familiarize the public.
Advertising not just promotion but it’s a paid for Communication.
The advertiser has to pay for the space or time used to
communicate The message to his customer.

31. Sale Promotion
 Objective of Advertising
1) To create a demand for new product by explaining its utility.
2) To increasing its sale by attracting a new customer.
3) To maintain the existing demand by fighting competition.
4)To help the salesman there sealing efforts.
5)To warm the public fake of the product of the firm.
6) To enhance goodwill of the firm.

32. Sale Promotion
Advantages of Advertising
1) It helps introduction of new product in the market.
2) It helps create a demand and hence a regular production.
3) It improve the farm image by highlighting its achievements.
4) It informed to customer to buy better quality good at low
price .
5) Its generates employments for artists and other person.
6) Its proved revenue to newspaper, magazines, radio.
7) Its help in maintaining uniformity and stability of prices.
8) Its enable the manufacturer to expand his market

33. Sale Promotion
Disadvantages of Advertising
1) Its increase the need of people and suggest them to buy
which they do not need & cannot afford to buy.
2) Its simply shifts demand from one seller to other.
3) Its increase the cost of production.
4) Many a time, the fact are misrepresented in the advertisement.

34. Sale Promotion
Parts of advertisement
1) Heading
2) Theme
3) Picture
4) Arguments
5) Closing part

35. Sale Promotion
 1) Heading
 its used to attract the attention of the people.
 It may be a word, a phrase or even a question about the
product or service being advertising.
 It should not be very long.

36. Sale Promotion
 2) Theme
its give the basic idea about the product & highlighting the
Distinctive advantages.
Its conveys an image of the product being advertised.
Example:- D-cold tablet contain the theme of effective against
Cough and symptoms cold.
Moov ointment contain the them of effective against back pain.

37. Sale Promotion
3) Picture
Advertising copy contain a photo of product being advertised.
Photo of a product is often combined with a photo of model
Star possessing or using the product.
Its enable the customer to recognise or identify the product.

38. Sale Promotion
4) Arguments
Now a days arguments in favor of the product are given in the
Advertisements.
The purpose of giving the arguments is to convince the customers
About the utility of product.
Example Anacin tablet contain the arguments ‘it is microfined’
5) Closing part
The closing part of an advertising copy is very often repeats in
brief the contents of the advertisement.
In some case the name and address of the drug store where the
product is available are given in this part.

39. Sale Promotion
Media of Advertising
The transmit message from the advertiser to the public is known
as advertising media.
1) Press advertisements:- newspaper , magazine
2) Literature advertisements:- letter, catalogues, leaflets
3) External advertisements:- poster on wall , electric display
4) Miscellaneous advertisements:- T.V, radio,winsow display,
cinema slides

40. Sale Promotion
 Advertisements & Pharmaceutical Industry
Regarding advertising of pharmaceutical product, WHO has
resolve as blew
“ Advertisement of pharmaceutical product should be trustful
Not should be any wrong statements .
It should provide full detail regarding the action, uses, their
Property, generic name, dosage form , mode of administration
side effect. All should be trust full scientifically correct and
Proved.

41. Sale Promotion
 A customer should not use medicine without proper
Prescription of physician. Most of the Pharmaceutical
product are ethical product so there advertisements is
prohibited according to the Drug and Magic Remedies Act .
Home remedies product (OTC ) Pain bam, inhalers,
anti-septic cream they can advertised.
1) Direct mailing
2) Newspapers, professional magazines and journals
3) Television, radio and other audio visual media
4) Personal contact or details
5) Outdoor advertisements 6) Miscellaneous methods

42. Sale Promotion
1) Direct Mailing
2) Television ,radio, other audio visual media
3) Newspapers, professional magazines and journal
4) Personal contact or detailing
5) Outdoor advertisement
6) Miscellaneous methods

43. Sale Promotion

44. Sale Promotion
Window Display
Its is advertisement & sale promotion medium.
The good display artistically laid-down in front of shop or busy
Centers like railway stations, bus stop, big business firms set
large showroom to display their product. The retail chemists
their product in the show windows of their shop.
The main aim of window display is to attracts customers to
promote sales. It create a good impression about the retail
Pharmacy.

45. Sale Promotion
Window Display
1) It should be reflect the character of
pharmacy ( green cross)
2) It should be display seasonal item.
3) The window display should be
well-lit during night.
4) Its should be show the price of the
items.
5) Its should be changed frequently to
give freshness & newness.
6) It should include certain moving
objects
if it is compatible with the display.

46. Sale Promotion
Colour show a important role in window display. It help in
arresting the attention of passers-by and creates a nice
impression. The colours attention value following order.
Red › Orange › Yellow › Green › Blue
Dark and light shades colour attract of a large number people so use
deep colour in contrast with or harmony with other colour.

47. Sale Promotion
Brilliant light in window display attract people. The reflectors
concealed at the top and front of the merchandise should be
used. Colour lighting of the entire window is not effective for
drug stores.
Only non ethical product should be displayed in windows.
Advantages of Window Display
1) it’s a good method of advertisement.
2) It make a drug store more decorative and attractive.
3) It attracts the customers or passers-by.
4) Window display act as silent salesman for promoting sales.
5) It creates good impression on the customer when he enters the
drug store.

49. Sale Promotion
Market Research