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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