Skip to main content
Facebook Twitter YouTube

 curriculum

IMC 617

CONSUMER SALES PROMOTION

Course Description

Overviews the role that sales promotion plays in IMC. Examines the functions of sales promotion in the marketing process as well as the legal regulations on sales promotion. The course focuses only on consumer promotion.

Course Learning Outcomes

Upon successful completion of IMC 617, you will:

  • Explain the role of Sales Promotion as a marketing tool.
  • Identify the good (and bad) of specific sales promotion tools.
  • Learn to plan and implement Sales Promotions to meet marketing objectives.
  • Understand how Customer Relationship Management benefits both sellers and customers.
  • Learn what an effective Customer Relationship Management program entails.
  • Understand how to achieve “buy-in” to CRM from the various departments of your organization.
  • Understand the marketing function of salespeople.
  • Experience aspects of sales training.
  • Learn to bring value to customers and “ask for the order.”

Topics

Topics in this course include:
Theories and Strategies in Sales Promotion
Coupons, Special Packs, Continuity Programs, Sweepstakes, Rebates and Contests
Premiums, Sampling and Cause-Related Promotions 
Premiums, Sampling and Cause-Related Promotions 
Essentials of Customer Relationship Management
Successfully Implementing CRM Programs
Understanding the Functions and Issues of the B2B Salesperson
Direct Sales: Prospecting, Qualifying, Persuading and Bringing Value to the Customer
Effective Communication and Persuasion Techniques

This information was taken directly from the syllabus of this IMC course. While it is our intent to supply students with an accurate overview of the class, please note that the information was used in a previous session and, thus, is subjec t to change without notice.