Advertising And Sale Management |MBA 3rd Sem | SUK

Units

Contents

Hours

Unit 1

a)   Advertising Management- Role & Importance of Advertising, 5 M’s of Advertising, Setting Advertising Objectives, Types of Advertising, Advertising Budget - Methods, Factors Influencing on Budget.

b)  Media Planning Strategy- Types of Media, Advantages & Disadvantages of Different Medias, Media Planning Process, Factors in Media Selection. Designing Media Plan. Message Design & Development- Types of Message Appeals, Creative Process in Visualisation.

c)   Advertising Effectiveness –Types of Advertising Evaluation, Pre Testing and Post Testing Techniques of Ads.

d)  Advertising Business and Advertising Agency – Functions of Advertising Agency, Working of Agency. E. Online Advertisement and Google AdWords.

10 Hours

Unit 2

a)   Sales Management – Evolution, Definition, Sales Management Functions, Place & Importance of Sales Management in the Organisation.

b)  Sales Forecasting – Meaning, Importance, Types of Forecasting, Forecasting Methods and Procedure, Importance, Merits & Demerits of Various Methods.

c)   Sales Related Marketing Policies.

10 Hours

Unit 3

a)   Sales Force Management –Determining Size of Sales Force, Determining Kind of Sales Personnel, Selection of a Sales Person. Controlling Sales Personnel, Evaluating and Supervising ,

b)  Sales Meeting & Sales Contests, Sales Quota, Sales Territory,

c)   Sales Control and Cost Analysis – The Sales Audit, Sales Analysis, Marketing Cost Analysis

d)  Personal Selling –Importance of Personal Selling, Formulation of Personal Selling Strategy, Personal Selling Objectives, Personnel Selling Situations, Personal Selling Process, Characteristics of Good Sales Person, Selling Skills, Negotiation Skills, Different Phases of Negotiation. E. Introduction to B2B2C Selling.

10 Hours

Unit 4

a)   Logistics & Supply Chain Management - Definition & Scope of Logistics, Key Logistics Activities, Market Logistics Decision, Emerging Concepts in Logistics.

b)  Concept of Supply Chain Management, Need for SCM, Advances in SCM. Distribution: 6 C’s of Distribution. Selection and Appointing Distributors.

10 Hours