BUSI 2204 Lecture 17: MKTG- Chapter 17
14 Dec 2017
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Document Summary
Consumer promotions pull a product through the channel by creating demand, trade promotions push a product through the distribution channel. Manufacturers may use many of the same promotion tools used in consumer promotions. Money offered to channel intermediaries to encourage them to push products- that is, to encourage other members of the channel to sell the products. Is direct communication between a sales representative and one or more prospective buyers in an attempt to influence each other in a purchase situation. The set of steps a salesperson goes through to sell a particular product or service. Some sales only take minutes, while others takes much longer to complete.
