Foreign experience of service sales promotion and its application in the Ukrainian market

Abstract

At present, in order to organize the company effective operation and achieve high performance indices, at the enterprise as a whole, great attention should be paid to the process of sales activity organization. With increasing competition in the markets, increasing consumer demand for quality of goods and services, reducing solvency and consumer demand, it becomes clear that it is necessary to implement an effective system of sales activity organization, as nowadays almost every company is relevant to today s issues and sets itself the task of optimizing and improving sales sactivities and reducing costs. In general, this paper is devoted to the identification of the features of foreign experience in service sales promotion and the possibility of its application in the Ukrainian market. For deeper investigation, we turned to the historical origin of “incentive” concept considered the interpretation by domestic scientists of the essence of service sales promotion and noted the main difference from any other means of communication. However, speaking about communication, we identified the relationship between sales and advertising and considered the historical origin of the concept of “ATL” - above the line and “BTL” - below the line, which are often found in modern marketing literature. Having determined the nature and direction from which the service sales promotion acquires its purpose, we formulated the main reasons why interest in this issue remains relevant today and its main advantages and disadvantages. The essence of the American and Japanese models of service sales promotion are investigated and trends in this phenomenon in foreign business entities are summarized. According to the results of the investigation, we indicated which model is more reasonable to use in the Ukrainian business market and how it will benefit for further growth of sales volume. We proposed to combine incentive methods into several large groups and described their main differences. For effective use of the acquired knowledge, we formed the measures due to which it is possible to improve the sales system in different directions of influence.