How to Sell More Stuff

With over $233 billion and 50 percent of marketing budgets allocated to consumer promotion, marketing professionals need a working reference tool to help them plan, budget, execute, and, ultimately, sell more stuff.

Sales promotions are used by the smallest mom-and-pop storefront to the most sophisticated consumer product marketer, and everyone in between. 


How to Sell More Stuff tells executives, agencies, internal departments, entrepreneurs, and students alike how to close sales by influencing immediate customer behavior through an array of promotional techniques, including sweepstakes, tie-ins, coupons, events, and more. 


Authors Steve Smith and renowned Professor Don E. Schultz give readers a fact-filled how-to handbook that covers the entire sales promotion spectrum clearly, concisely, and completely. Professor Schultz introduces each chapter with an insightful, analytical perspective, and then the authors show readers: 


How to choose the right tactic from over 100 options, reviewing descriptions, advantages, and disadvantages. 

How to budget the program. 

Pitfalls, cautions, and opportunities. 

How to put it all together with procedures and checklists. 

Examples of leading promotions from Campbell Soup, General Mills, Stanley Tools, and Procter & Gamble. 


Every business, from small businesses to agencies to corporations to sales organizations to B2Bs, want to increase sales. With How to Sell More Stuff, Smith and Schultz show them how to pick the right promotion to meet their needs and execute it flawlessly to achieve the desired results.


REVIEWS


"Excellent read for anyone and everyone either ‘in’ or considering Sales Promotion work.”


- Gary Von Kennel, Chairman/CEO of Rapp Collins Worldwide



“’How to Sell More Stuff’ goes beyond promotional marketing theory into reality with must-know information  from how to choose the right tactic to how to execute it to common cautions - so you'll sell more stuff. It's a must have book that you'll refer to time and time again.”


- Barbara Olson, Vice President, Carlson Marketing Group


"’Sell Stuff’ should be the benchmark for sales promotion, advertising, and marketing folks around the world for the next decade. Steve has the details nailed for every conceivable promotion opportunity and Don has provided the strategic overlays for all of them. For example: in the chapter on discounts Don says "think through what you want your customers to do and which groups you want to influence" and Steve offers over 50 possible scenarios. WOW!!”


- Bill Robinson, retired C.E.O. William A. Robinson, Inc.


“While some say that promotional marketing is a science of numbers and ROI (which it is), and others argue for the art of creatively engaging consumers (which they must), co-authors Smith and Schultz bridge this divide by helping readers master the craftsmanship needed for the best sales promotions. This why-and-how approach will be invaluable to brand marketers and their agency partners."


- Kathleen M. Joyce, Editorial Director, PROMO