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SEMESTER III |
MS209-SALES MANAGEMENT AND PRACTICES
Course objective:
The objective of this paper is to provide practicalities and and problem of Selling and sales Management. Student will
come to know about the role ao sales Management in todays business affairs.
Unit I:
Concept of sales Management
The nature and role of sales management
Objective of sales management.
Theories of selling, Sales executive as a coordinator
Relations of sales management with other marketing activities
Unit II:
Sales and Marketing Planning
The place of selling in marketing plan
Personal selling objectives
Diversity of personal selling situations
Sales-Related marketing policies
Product policies, Distribution policies
Pricing policies, Process of personal selling
Unit III:
Personal management
Recruitment and selection of sales personnel
Training programme, Evaluating training Programme
Compensation, Sales meeting
Different type of sales organisations
The development of personal selling skills
Unit IV:
Sales control, Sales budget, Sales forecasting
Evaluation and supervision
Sales quotas, Management of territories
The sales analysis, Sales audit system
Sales resistance, Psychology of customer
Unit V:
Sales Environment, Sales channel, Sales promotions, Selling for resale
Telephone selling, Selling Services, Sales responsibilities
MS210-ADVERTISING AND BRAND MANAGEMENT
Course objective:
To present the role of advertising as a tool of marketing.Course will equip the Knowledge and understanding in the
mind of students. The student will also get the deep understanding by the corelation between advertising and
brand building process
UnitI:
General understanding about advertising
Advertising-Nature,scope & classification.
Role of advertising in India's economic and social development
Ethics and truths in Indian advertising
Unit II:
Advertising Planning
Marketing communication process
Advertising objective, Advertising budget
Advertising research as a supporting tool
Development of concepts, Selection of the concept
Selection of the advertising message
Building an asvertising copy
Factors relating with copy strategy.
UnitIII:
Media planning and strategy
Campagain planning process
Media class decision
Selection of media vehicles scheduling.
Emerging media trends, Allocation of media budget
Advertising effectivemess
Comparative study with different promotional mix
Advertising pressure in digital age, Net advertising
Coordination of advertising with sales department
Unit IV:
Branding- core issues
Advertising agency
Survival case for agencies. Reorganising agency.
Branding as a strategy Branding as a culture.
Brand personality.Brand life cycle, Brand equity, Brand identity
Role model for brand building exercise. Branding for commodities
Brand positioning-cases
MS 211-CONSUMER BEHAVIOUR AND MARKET RESEARCH
Course objective:
Students will understand basic behavioural pattern of consumers. They will receive one frame of mend around which
they will have to prepare their strategies. Students will develop an analytical attitude within themselves to get
deeper understanding of cases.
Unit I:
Study of consumer behaviour, Role of consumer research
Need system, Consumer motivation
Personality. Dynamics of perception
UnitII:
Mechanics of learning
Process of attitude formation and the functioning models
Group dynamics as a role model of purchasing decision process
Reference group system, Dynamics of opinion leadership
Stimulation exercises for affecting opinion leadership
Personality traits of innovator
Unit III
Profile of Indian rural consumer(cases)
Shifting pattern in rural consumer decision making process
Family decision making and life cycle
Life style segmentation
Social classes a parameter of purchasing decision
Culture and core values
Unit IV:
Research plan, Research Design
Management uses of marketing and market research
Difference between marketing and market research
Data collection methods, Sample planning process
Models of market research for decisions
Unit V:
Coding of the datas, Significance testing.
Analysis and interpretation of data
Sales research format, Product research format
