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Book Details

Advertising and Sales Management (R19)

Advertising and Sales Management (R19)

Published by SIA Publishers and Distributors (P) Ltd.

Course Code : MBA III-Sem (JNTU-H)
ISBN : 9700112233843
Author : SIA PUBLISHERS
University : Jawaharlal Nehru Technological University, Hyderabad (JNTUH)
Regulation : 2020
Categories : Management
Format : ico_bookPDF (DRM Protected)
Type :

eBook

Rs.139 Rs.98 Rs.30% off

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Description :

SYLLABUS

UNIT - I

Advertising Concept, Evolution, Promotion Mix, Importance and Functions of Advertising, Role of Advertising, AIDA model, Types of Advertising, Advertising Plan, DAGMAR Approach, Visualization of Advertising Layout – Functions, Principles, Elements of a Layout.

UNIT - II

Advertising media Types of Media – Print, Electronic, Other Media – Merits and Demerits of each media, Media Planning – Frequency, Reach and Outcome, Appeals, Setting Advertising Objectives, Advertising Message, Advertising Budget, Evaluation of Advertising Effectiveness – Methods and Regulation of Advertising in India – Misleading and Deceptive Advertising.

UNIT - III

Sales management Importance, Types of Selling, Difference Between Selling and Marketing, Sales Activities, Selling Skills, Selling Strategies, Selling Process, Sales Planning Process, Sales Forecasting Methods, Sales Budgeting Process. Sales Force Management – Recruitment and Selection, Training, Sales Force Motivation, Compensation, Sales Force Control and Evaluation.

UNIT - IV

Sales promotion Concepts, Need, Objectives, Personal Selling Vs. Advertising, Types of Sales Promotion, Sales Promotion Strategies – Sales Promotion and Product Life Cycle, Cross Promotion, Surrogate Selling, Bait and Switch Advertising, Ethical and Legal Aspects of Sales Promotion.

UNIT - V

Sales distribution Distribution Channels, Need for Channels, Channel Intermediaries and Functions, Channel Structure, Channel for Consumer Products, Business and Industrial Products, Alternative Channel, Channels for Rural Markets, Channel Strategy Decisions. Designing, Motivating and Evaluating Channel Members, Managing Retailers, Wholesalers, Franchisers, Managing Conflict – Reasons for Channel Conflicts, Managing International Channel of Distribution, Ethical Issues in Sales and Distribution Management.

Note : Advertising and Sales Management (R19) MBA III-Sem (JNTU-H) 2020-21

Publisher Detail:

Publisher Name: SIA Publishers and Distributors (P) Ltd.

Contact Email Id: msultan@siaedugroup.com

Address:#5-1-911/5, Universal Book Mall, Putli BowliKoti, Hyderabad - 500095Telangana State, India

Url: https://www.siapublishers.com/