Sales Promotion

Sales Promotion


Sales are activities related to selling or the number of
goods or services sold in a given time period. The term sales management
referred to the direction of sales force personnel.

It deals with different transaction in terms of selling and
purchasing of goods and services.


Sales Promotion is very important component of the
marketing, especially the promotion mix. It acts like an instant stimulants for
prospective buyers.

Sales Promotion helps in increasing sales for short term
period. However it is not helpful enough to generate long term customer
loyalty. It is designed for potential customers for distribution channels and
also for sales force of the organisation.

of sales Promotion:-

1. To develop loyalty towards the pharmaceutical firm.

2. To improve the image of the pharmaceutical firm.

3. To stimulate the physicians and doctors to try the
pharmaceutical products by the use of samples.

4. To encourage the dispensing doctors to repeatedly use the
product provided they are given the same offers.

5. To provide offers related to trade to the nursing homes
and dispensing doctors.


    The process of
market research involves collecting and analysing of data regarding the
business environment, the market competition as well as the market to be

    It is a
systematic process used by the pharmacists to become familiar with the above
three aspects.

of Market Research:-

     To find out the
actual needs and wants of the customers.

    To recommend
adequate modifications and alterations in the products so that the demands of
the market can be met.

    To ascertain the
various threats and opportunities present in the pharmaceutical firm’s external

    To get to know
the costomers reactions regarding the current and new products launched by the
Pharma firm in the market.


It may be defined as persuading people to satisfy the want
of first one. The person who does this act is called as the salesman.


     The art selling
products to customers in return for a montary amount is known as Salesmanship.

     It may also be
regarded as the skill to influence the people to purchase certain things.

     It acts as a
personal link between the pharmacist and the customer.


A promotional tool, which stimulants the prospective
customers to take our continue a particular decision with the help of a
commercial offering is known as Advertising.


When items are presented and displayed in the store’s
windows it is referred to as window display or exterior display.

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