国际商务英语chapter 4 sales promotion.ppt

Sales Promotion I. Teaching targets 1. Master the guidelines of writing sales letters. 2. Learn the skills of promotion. 3. Understand the language characteristics of promotion letters. 4. Learn about the ways to establish business connections. Sales Promotion II. Teaching contents 1. Importance of product promotion in international market 2. The way to find potential customers 3. The skills to write a beautiful promotion letter to make yourself stand out 4. Factors to be taken into consideration and the layout of a good promotion letter Sales Promotion III. Teaching focus Sample analysis in specific situations ways to establish business connections IV. Teaching difficulties The steps to promote a product V. TIME allocation 1 class: Introduction of the importance sales promotion letter and the ways to find potential customers 1 class: Sample analysis and exercises Sales Promotion VI. Teaching steps: A. What is sales promotion? Sales promotion is any initiative undertaken by an organization to promote an increase in sales, usage or trial of a product or service. Sales promotions are short-term incentives to encourage the purchase or sale of a product or service. Sales promotion includes several communications activities that attempt to provide added value or incentives to consumers, wholesalers, retailers, or other organizational customers to stimulate immediate sales. These efforts can attempt to stimulate product interest, trial, or purchase. B. Sales promotions are varied in Sales Promotion 1). Exchange schemes: It refers to offering exchange of old product for a new product at a price less than the original price of the product. This is useful for drawing attention to product improvement. ‘exchange your black and white television with a color television’ are various popular examples of exchange scheme. Sales Promotion 2). Joint promotions: between brands owned by a company, or w