Evaluating a Promotion Campaign
It would be very helpful to know exactly what results are being produced by the various elements of the promotion campaign, in order that time and money could be spent where it would do the most good. There is, unfortunately, no completely satisfactory way to evaluate a promotion campaign. But there are several methods of getting good clues. For instance, newspaper advertisements can be keyed. In newspaper A, the advertisements can say, “Write for catalog A," and in newspaper B, “Write for catalog B." Some newspapers object to this device because the results are never very reliable. Many people know it is a key and refuse to "A" or “B.” Much the same procedure can be followed on some direct-mail pieces. Flyers or business-reply postcards can be marked to indicate where they were displayed when they were picked up. The results of this method are likely to be