sales promotion and merchandising

sales promotion and merchandising

the measures used by firms to increase the sales of their GOODS and SERVICES. ADVERTISING is the most visible form of sales promotion, but a wide variety of other techniques can be used to create and boost sales: money-off packs, free trial samples, coupons offering gifts, product competitions offering prizes, trading stamps, in-store demonstrations, point-of-sale displays, etc.

In the economist's models of imperfect competition, all these items come under the generic heading of PRODUCT

DIFFERENTIATION. sales representative see PERSONAL SELLING.

Collins Dictionary of Economics, 4th ed. © C. Pass, B. Lowes, L. Davies 2005