When developing its marketing strategy, a company must consider the different forms of communication that are necessary to reach a variety of customers. Several types of promotion may be required. Knowledge of the advantages and disadvantages of each promotional element is necessary when developing the marketing plan. Consider the information in this chapter when evaluating your promotional mix:

1. Review the various types of salespeople described in this chapter. Given your promotional objectives (from Chapter 15), do any of these types of salespeople have a place in your promotional plan?

2. Identify the resellers in your distribution channel.

Discuss the role that trade-sales promotions to these resellers could play in the development of your promotional plan.

3. Evaluate each type of consumer-sales promotion as it relates to accomplishing your promotional objectives.