Advertising and sales assignment for Sem V


Assignment to be submitted with examples in your own words. IT should not be a direct copy from books or Internet. In case it is found to be a copy zero will be awarded. Submit by mail. Last date is Thursday 25th September

Meaning, nature and importance of advertising; 503
Types of advertising; 506
Advertising objectives and audience selection;512, 515
Setting of advertising budget. 519
Major media types - their merits and demerits; 528,531,536 print, a/v, ooh
Factors influencing media choice.539
Advertising appeals, 542
Advertising copy and elements 545
Evaluating communication and sales effects 548
Pre and Post testing techniques. 551,555
Role, types and selection of advertising agency.559
Ethical and legal aspects of advertising.562
Nature and importance of personal selling; 566
Types of personal selling situations and selling jobs; 569,573
Personal selling and salesmanship; 576
Characteristics of a successful salesman;585
Customer knowledge – buying motives and selling appeals; 592, 595
Product and market knowledge. 598
Prospecting, pre-approach and approach; 600,602
Presentation and demonstration.605
Types of objections; 610
Handling objections; 636
Closing the sale, Customer follow-up 639
Sales forecasting; Sales budget; 634
Sales quota; Sales territories. 632
Recruitment and selection; 631
Training and development; 629
Direction and supervision 619
Sales force motivation and compensation 618

Sales force performance appraisal. 612

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