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Advertisement and Sales Management Paper - 2

This document outlines the course objectives, units, weightage, and references for the Advertisement and Sales Management Paper – 2 course at Veer Narmad South Gujarat University. The objective is to acquaint students with advertising theory and practice, as well as sales management. The course covers topics like message design, copywriting, advertising effectiveness, sales organization, sales force management, and sales analysis. It is divided into 6 units ranging from 10-20% weightage. References include books on advertising, sales management, branding, and sales force management.

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549 views2 pages

Advertisement and Sales Management Paper - 2

This document outlines the course objectives, units, weightage, and references for the Advertisement and Sales Management Paper – 2 course at Veer Narmad South Gujarat University. The objective is to acquaint students with advertising theory and practice, as well as sales management. The course covers topics like message design, copywriting, advertising effectiveness, sales organization, sales force management, and sales analysis. It is divided into 6 units ranging from 10-20% weightage. References include books on advertising, sales management, branding, and sales force management.

Uploaded by

maheta shivang
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PDF, TXT or read online on Scribd
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VEER NARMAD SOUTH GUJARAT UNIVERSITY

First Year M.Com (Semester -II)


Paper No: 203
Advertisement and Sales Management Paper – 2
(Syllabus effective from Academic Year 2017-18 onwards)

Objective: The Objective of this course is to acquaint students with the theory and practice of
advertising, on well on management of firm’s sales.
Unit Course Inputs Weightage
1  Massage design and development
 Communication Objectives
 Copy Development 20%
 Types of appeal
 Copy testing
 Ethics in Advertising - Self-control, Control by consumer,
Control by Govt.
 Deceptive Adv.
2  Measuring advertising effectiveness
 Unfair advertising practices 20%
 ASCI-Advertising
 Standard council of India
 Techniques for measuring advertising effectiveness.
3 Sales Organization:
 Setting up sales organization
 Planning process 10%
 Principles of Determining sales of organization.
4 Sales force management:
 Estimating manpower requirements for sales department 20%
 Planning for manpower recruitment and selection
 Training and development
 Placement and induction, motivating sales force
 leading the sales force
 Compensation and promotion policies
 Sales analysis by product- line
 Sales analysis by customer
5 Control process: 20%
 Analysis of sales volume, Costs and profitability
 Managing expenses of sales personnel
 Evaluating sales for performance
 Sales Analysis by territories
 Sales analysis by Sales representatives
 sales analysis by product- line
 sales analysis by customer
6 Case Studu 10%
References:
1. Aaker, Devid : Advertising Management, Prentice Hall, New Delhi.
2. Anderson, Hair,Bush: Professional Sales Management, McGraw Hill, Singapore.
3. Batra, Rajeev, Johan G. Myers and David A. Aaker : Advertising Management, Prentice
Hall, New Delhi.
4. Ford, Churchill, Walker: Management of Sales Force, McGraw Hill, Singapore.
5. Gupta, Vaswar Das: Sales Management in the Indian Perspective, Prentice Hall, New
Delhi
6. Jonnson, Kurtz, Schewing: Sales Management, McGraw Hill, Singadapore.
7. Krik C. A. Salesmanship, Taraporewala, Bombay
8. Norris, James S.Advertising, Prentice Hall, New Delhi
9. Patrick, Forsynth: Sales Management Handbook, Jaico Publiations, Bombay
10. Sandage C.H. and Fry Burger: Advertising- Theory and Practice, Rechard D. Irwin,
Illinois.
11. Sengupta, Subroto: Brand Positioning, Tata McGraw Hill Co. New Delhi.
12. Stanton, W.J and Spiro, R.: Management of Sales Force, McGraw Hill, Singadapore.
13. Still, Richard R. Edward W. Cundiff, and Norman A.P. Govoni: Sales Management,
Prentice Hall, New Delhi
14. Sales promotion and advertising management by M .N.Mishra. Himalaya Publication
15. Advertising and sales management by Sanjeev Chauhan (Astha publication)

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