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Home→The Westburn Dictionary of Marketing→S→sales aids

sales aids

Definition:
A term used to categorize all forms of aids used by salespeople to assist their sales presentations. Sales aids can be grouped into two broad types: (a) those which the salesperson uses and carries from one sales presentation to the next; (b) those which are introduced into the sales presentation and then left with the prospective customer. Within the former category sales aids include models of the PRODUCT, photographic displays of the product or service in use, audio-visual presentations, tape recordings or videos. Such sales aids are generally not left with the prospective customer but are taken from presentation to presentation. Sales aids may also include free samples, small novelty items such as penknives, pens, pencils, paperweights identified with the donor which are given to prospective customers as an inducement to purchase.

Cross-References:
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© Westburn Publishers Ltd 2002, The Westburn Dictionary of Marketing edited by Michael J Baker, ISBN 978-0-946433-01-8. www.themarketingdictionary.com. Entry: [Barry R. Moore], [1998].