Recently updated on March 24th, 2023 at 10:28 pm
| Unit 1 [Book] |
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| Selling Concept, Nature, and Role in Marketing |
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| Personal Selling, Evolving face of Personal Selling, Nature, and importance of Personal Selling |
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| Characteristics of a Successful Salesperson, Sales as a Career Option |
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| Sales Training |
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| Consumer Psychology |
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| Buying Motives |
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| Selling of Consumer and Industrial Products (Goods and Services) |
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| Unit 2 [Book] |
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| Selling process: Prospecting, Pre-approach, Approach, Sales presentation and demonstration, handling objections, Closing the sale, After sale service |
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| Effective Selling Techniques |
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| Role of Relationship Marketing in Personal Selling |
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| Tools of Selling |
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| Motivating and Remunerating Salespersons |
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| Unit 3 [Book] |
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| Advertising Concept, Role, Functions, Scope, and Types |
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| Economic, Social, Legal and Ethical aspects of Advertising |
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| Advertising Appeals Meaning, Types and methods |
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| Advertising as a Persuasive Communication Process |
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| Advertising Design, Characteristics and Basic Elements of Advertising copy |
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| Creation, Production and Planning of Advertisements |
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| Advertising Budget, Types, Components and Process of preparing |
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| Advertising Agency, Functions and Selection of agency |
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| Unit 4 [Book] |
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| Advertising as a Component of Integrated Marketing Communication |
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| AIDA Model |
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| DAGMAR Model |
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| Advertising Media, Types (Print, Outdoor, Electronic, and other), Characteristics, Merits and Limitations of each media type |
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| Media Planning, Selection of Media category; Their reach, Frequency, Impact, Cost and Other factors influencing media choice |
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| Problems in reaching Rural and Remote Audience |
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| Advertising effectiveness, Evaluation, Importance, Difficulties and Methods of measuring Advertising Effectiveness |
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