Contents

Unit - I

Basic Of Advertising

1. Advertising Nature Scope And Importance

2. Advertising Process And Models

3. Integrated Marketing Communication And Promotion Mix

4. Advertising Management And Organisation

5. Advertising Campaign And Budgeting

6. Advertising Layout Composition And Development

7. Copy Writing Nature Guidelines And Strategies

8. Advertising Creativity

Unit - II

Advertising Management

9. Advertising Media Planning And Strategies 

10. Electronic Media Buying 

11. Advertising Agencies Management Selection And Evaluation

12. Advertising Strategies

13. Social And Economic Aspect Of Advertising

14. Ethics And Legal Aspect Of Advertising

15. Recent Development And Issues In Advertising

Unit - III

Sales Management

16. Sales Management Concept Process And Importance

17. Personal Selling Nature Process And Importance

18. Sales Promotion Nature Methods And Objectives

19. Controlling Sales Force Sales Budget Quotas And Meeting

20. Sales Terriority Routing And Scheduling

21. Market Analysis And Sales Forecasting

Unit - IV

Sales Organisation

22. Sales Organisation Nature Structures And Relationship Distribution Net Work

23. Sales Force Management -I Recruitment And Selection

24. Sales Force Management -II Training And Development

25. Sales Force Motivation

26. Sales Force Compensation

27. Sales Force Evaluation

28. Controlling Sales Force Concept Objectives And Types

29. Seeling Expenses And Cost Analysis

30. Sales Executives Qualities Functions And Types

31. Ethical And Legal Aspects Of Selling 

Case Studies

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