Advertising And Sales Management

Syllabus

Advertising and Sales Management

BBA 512-18

UNIT I

Advertising: Concept and Definition, its Role and Importance. Advertising as a Means of Communication, its Objectives and Different Forms of Advertisements. Legal Ethical and Social Aspects of Advertising. Concept of Digital Marketing Communication.

Advertising Copy: Creative Copy Strategies, Message structures, Advertising Design & Layout.

UNIT II

Media Planning and Scheduling: Advertising Budget, Advertising Agences: Overview of an Advertising Agency, Role, Types, Functions and Various Departments of an Advertising Agency.

Methods to Measure Effectiveness of Advertisements: Pre and Post Testing Various Different Aspects of Advertising: Social, Ethical and Legal.

UNIT III

Sales Management: Definition, Nature, Scope and Importance of Sales Management, Evolution of Sales Management, Sales Management Strategies, Emerging Trends in Sales Management. Role and Skills of Sales Managers, Function and Qualities of a Sales Executive, Sales Objectives, Sales Strategies. Personal Selling Process.

UNIT IV

Sales Force: Recruitment and Selection Process for Sales Force, Training, Motivation and Compensation of Sales Personnel, Sales Territories and Quotas, Sales Budgets, Sales Audits, Role of Information Technology in Sales Management.