Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 17

To complete this project, you will need to visit two places. First, visit your local library. Examine magazines such as American Druggist, Incentive Marketing, Journal of the American Medical Association, Purchasing , and Sales Marketing Management , and report on the type of promotions companies offer their customers. Second, visit local retailers such as a supermarket and report on merchandising techniques used to promote individual products. Once you have collected information on several products, pick one product and describe how this information could become part of a sales presentation.