by | 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 |
| AIDA Model | VIEW |
| DAGMAR Model | 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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