Manage direct sales campaigns considering target customers, products, budget, and profitability impact.
Campaign management involves planning pricing, packages, services, and sales incentives for specific customer groups, products, or periods.
A direct selling campaign isn't just about discounts. It can be used for new product launches, cross-selling, renewal, customer retention, or meeting seasonal targets.
Campaign components
Purpose and target customer group
Product and service scope
Start and end date
Pricing and promotion rules
Budget and cost sharing
Sales team and activity plan
Performance indicators
Types of promotions
Percentage or amount discount
Package and set
Additional product or service
Free installation or delivery.
Long warranty
Renewal advantage
Loyalty or referral incentive
Compatibility and interoperability
The customer can determine campaign eligibility based on the opportunity, product, quantity, and contract terms. Rules for the simultaneous application and prioritization of multiple campaigns must be defined.
Campaign effect
Number of participating customers and opportunities
Offer and sales conversion
Sales increase
Margin effect
Campaign cost
Cancellation or return after sale
Long-term customer value
Manage the campaign not as a short-term sales boost, but as a sales program whose objective, cost, and actual business contribution are measurable.