Business StudiesMarketing

Which merit of sales promotion induces people to break away from thei…

Which merit of sales promotion induces people to break away from their regular buying behaviour?

Answer & explanation

Correct answer: option 3

The correct answer is Option (3) → Useful in new product launch

Option (1) Attention value — Incorrect. Attention value means sales promotion attracts people’s attention through incentives such as gifts and discounts.

Option (2) Synergy in total promotional efforts — Incorrect. Synergy means sales promotion supports advertising and personal selling and makes the total promotion work better.

Option (3) Useful in new product launch — Correct. When a new product comes to the market, people usually stick to the brands they already buy. A free sample or a discount tempts them to break away from their regular buying behaviour and try the new product.

Option (4) Converts latent demand — Incorrect. Converting latent demand into effective demand is an importance of personal selling to society. Latent demand is a hidden wish to buy; personal selling turns it into real buying.

NCERT (2026-27 Edition): “Merits of Sales Promotion (i) Attention Value: Sales promotion activities attract attention of the people because of the use of incentives.
(ii) Useful in New Product Launch: Sales promotion tools can be very effective at the time of introduction of a new product in the market. It induces people to break away from their regular buying behaviour and try the new product.
(iii) Synergy in Total Promotional Efforts: Sales promotion activities are designed to supplement the personal selling and advertising efforts used by a firm and add to the over all effectiveness of the promotional efforts of a firm.”