P11 Selling and Advertising Lucknow University B.com NEP Notes

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

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