How to Sell More Stuff: Promotional Marketing That Really Works - Softcover

With over $233 billion and 50 percent of marketing budgets allocated to consumer promotion, marketing professionals need a working reference tool to help them plan, budget, execute, and, ultimately, sell more stuff. Sales promotions are used by the smallest mom-and-pop storefront to the most sophisticated consumer product marketer, and everyone in between. How to Sell More Stuff tells executives, agencies, internal departments, entrepreneurs, and students alike how to close sales by influencing immediate customer behavior through an array of promotional techniques, including sweepstakes, tie-ins, coupons, events, and more. Authors Steve Smith and renowned Professor Don E. Schultz give readers a fact-filled how-to handbook that covers the entire sales promotion spectrum clearly, concisely, and completely. Professor Schultz introduces each chapter with an insightful, analytical perspective, and then the authors show readers: * How to choose the right tactic from over 100 options, reviewing descriptions, advantages, and disadvantages. * How to budget the program. * Pitfalls, cautions, and opportunities. * How to put it all together with procedures and checklists. Examples of leading promotions from Campbell Soup, General Mills, Stanley Tools, and Procter & Gamble. Every business, from small businesses to agencies to corporations to sales organizations to B2Bs, want to increase sales. With How to Sell More Stuff, Smith and Schultz show them how to pick the right promotion to meet their needs and execute it flawlessly to achieve the desired results.

For 25 years, author Steve Smith has been immersed in promotional marketing as Vice President, Creative Director with some of the largest integrated agencies, serving Fortune 500 brands like Coke, Pepsi, 3M, Burger King, Kraft, Bell South, Frito-Lay and more. He founded Creative Marketing Services, a consulting and creative firm, serving major agencies and brands, as well as small businesses competing with big budgets. Many consider co-author Don E. Schultz the foremost authority on promotional and integrated marketing. He is credited for turning "sales promotion" into the sophisticated, strategic marketing discipline it is today. Schultz is a professor of Integrated Marketing Communication at Northwestern University; president of Agora, Inc., a marketing consulting firm; and the author of 13 books including Essentials of Sales Promotion.