Advertising and Sales Management (BBA 3rd Year, Study notes of Advertising and Sales Promotion

UNIT-1. Advertising- Nature, Objective, Functions, Process. Role of Advertising in Marketing mix. Social, Legal and Ethical aspect of Advertising. Unit-2. Pre-Launch Post-Launch Advertising Decision, Target Audience, Advertising Media-its types and choices, Layout of Advertising and Components, Advertising Appeal. Unit-3. Advertising Message, Advertising Copy Development, Advertising Copy testing, Measuring Advertising Effectiveness, Managing Advertising and client relationship, Techniques of testing advertising effectiveness, Promotional scene in India. Unit-4. Personal selling- Functions, Methods and Procedures, Sales Promotion, Control Process- Analysis of Sales Volume, Cost and Profitability, Managing expenses of sales personnel, and Evaluating Sales force performance. Unit-5. Sales Organization- Steps and principles, Sales planning- Importance, process and types, Sales Forecasting-Importance and methods, Sales Territory, Sales quota and Sales budget.