Advertising and Sales Management
Subject Overview
Advertising and Sales Management is the second Marketing elective — the rules and techniques of effective advertising alongside how a sales organisation is actually run. You'll cover advertising fundamentals and creative strategy, media planning and scheduling, sales management and personal selling (the AIDAS principle), and close with sales force management and designing sales territories and quotas. This is a 6-credit elective paper across 4 units, complementary to Consumer Behaviour and Services Marketing.
Unit-wise Syllabus
4 units — click WhatsApp below to get the full notes for each
Unit 1: Advertising fundamentals
Definition, history and roles of advertising, types of advertising, setting advertising objectives, advertising layout and copy, creative and message strategies, measuring advertising effectiveness
Unit 2: Media planning & scheduling
The media plan and types of media, market analysis, media objectives, developing and implementing media strategies, evaluating media effectiveness, pre- and post-testing, social, ethical and legal aspects of advertising
Unit 3: Sales management & personal selling
Definition, nature, scope and importance of sales management, emerging trends, role and skills of sales managers, sales objectives and strategies, personal selling scope, the AIDAS principle, the personal selling process
Unit 4: Sales force management
Meaning and role of the sales force, sales force objectives and strategy, sales force size, financial and non-financial rewards, compensation, defining and designing sales territories and quotas