Whenever possible, sales promotion tools should be pretested to find out if they are appropriate and of the right incentive size. Consumer sales promotions can be pretested quickly and inexpensively. For example, consumers can be asked to rate or rank different possible promotions, or promotions can be tried on a limited basis in selected geographic areas.
Companies should prepare implementation plans for each promotion, covering lead time and sell-off time. Lead time is the time necessary to prepare the programme before launching it. Sell-off time begins wilh the launch and ends when the promotion ends.
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