Advertising and Sales Management (BBA)

Advertising objectives, media planning, copy, sales organisation and salesforce management.

6 महीनेअवधि 5Chapters27टॉपिक

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सिलेबस · पाठ्यक्रम

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01Unit 1: Introduction to Advertising 6 टॉपिक

Meaning, features and role of advertising
Objectives of advertising - DAGMAR approach
Types of advertising
AIDA model
Advertising agencies and their functions
Ethics and regulation - ASCI

02Unit 2: Advertising Budget, Message and Copy 5 टॉपिक

Methods of setting the advertising budget
Advertising appeals
Creative strategy and USP
Elements of advertising copy - headline, body, slogan, logo
Layout and copy for print, TV and digital

03Unit 3: Media Planning and Effectiveness 5 टॉपिक

Types of media - print, broadcast, outdoor, digital
Media selection and scheduling
Reach, frequency, GRP and CPM
Pre-testing and post-testing
Recall and recognition tests

04Unit 4: Sales Management and Personal Selling 5 टॉपिक

Nature and objectives of sales management
Sales organisation structures
Personal selling process
Qualities of a salesperson
Sales forecasting methods

05Unit 5: Salesforce Management and Control 6 टॉपिक

Recruitment and selection of salespeople
Sales training
Compensation plans - salary, commission, combination
Motivation of salesforce
Sales territories and quotas
Sales control and performance evaluation

परिचय

आप यह कर पाएँगे

Explain the role, objectives and types of advertising in marketing communication
Plan an advertising campaign including budget, message and copy
Select media and schedule advertisements using reach, frequency and cost measures
Measure advertising effectiveness with pre-testing and post-testing methods
Describe the sales organisation and the personal selling process
Plan recruitment, training, compensation, territories and quotas for a salesforce

यह किसके लिए है

BBA students of Semester 6 (UP state universities, Lucknow University pattern)
Students aiming for careers in marketing, sales or advertising agencies

आपको क्या चाहिए

Basic knowledge of Principles of Marketing (BBA earlier semesters)

सवाल

Which syllabus does this Advertising and Sales Management course follow?

It follows the common UP state university BBA syllabus (University of Lucknow pattern) for BBA Semester 6. If your own university's syllabus differs, the centre follows your university's syllabus and unit order.

Will there be numericals?

A few small ones on media cost (CPM, GRP), budget and commission; most of the paper is theory.

Does the course include practical examples?

Yes. The trainer discusses real Indian ad campaigns and asks students to plan a small campaign and a salesforce plan.