Q.What measures of sales promotion are directed at dealers and at the firm's own salesmen?

Besides consumers, sales promotion targets dealers (to stock and push the product) and the firm's salesmen (to sell harder).

Sales promotion is aimed not only at consumers but also at dealers and at the firm's own sales force.

A. Dealer-promotion measures — to persuade wholesalers and retailers to stock, display and push the product:

• Trade discounts and special allowances to the trade.
• Display allowances paid for giving the product prominent shelf or window space.
• Free goods and quantity discounts on bulk purchases.
• Dealer contests rewarding the dealers who sell the most.
• Dealer conferences and training to inform and enthuse the trade.

B. Sales-force-promotion measures — to motivate the firm's own salesmen:

• Sales contests among salesmen with prizes for the highest sellers.
• Bonuses and incentives for meeting or exceeding targets.
• Sales conventions and conferences to train and motivate the team. …

Students sometimes give only consumer devices. This question specifically asks for dealer and sales-force measures, so leave out samples and coupons and concentrate on …