Vikram University, Ujj ain(Accrediated A grade by NAAC)
W.E.F. Session 2018-19
Advertising, Sales Promotion and Sales Management Group
Course Structure & Scheme of Examination
ThcoryMarks
Paper of Accounting and Management Groups will be taken from the Syllabus of
B.Com (As approved by The University / Central Board of Studies)
Itti'r:.:Asscssmcnt Marks
10l0IttI (t
l0
Note -
At 1Dl8
Class Group Paper Name
B.ComI Year
Accounting I 40 10
II 40 l0Management I 40 10
II 40 10
Advertising, Sales
Promotion and Sales
ManagementPractical
I Advertising-l 40 10
II Marketing Communication 40 10
50
B.ComII Year
I 40 l0II 40
Management I 40
II ,+0
Advertising, Sales
Promotion and Sales
ManagementPractical
I Advertising-II 40
II Personal Selling and
Salesmanship
40
50
B.ComIII Year
Accounting I 40 10
II 40 l0Management I 40 10
II 40 t0
Advertising, Sales
Promotion and Sales
ManagementPractical
I Management of Sales Force 40 t0II Online Marketing 40 l0
50
.gJ
6t'
Accounting
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itr6T ,/ Class 6FI. qAFI ,z B.Com. I YearTlf6,/ Subject Group
Sales Promotion and SalesAdvertisin mentManacs ysrtT ,/
IFFFI'I iD I 7 Advertising I
glFIrEI / Paper IIqFI ,/ First
Max. Marks316 / ,t Theory nqfOl / Intemal Assessment
50 40 10
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erti objType
C con e dan m o adt s npt portance cte es dan functi no s vertad S nos adf rtisve oc tammerc and nno commng, rc adal ertis lng.
II
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Unit II Advertising media, different typagencie's role, relationship with
es of media, Mediaclients.
planning, Impact of advertising
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Unit III Advertising budget, factors affecti ng to advertising expenditure, Ethics and code ofconduct in advertising.
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Unit IV sing: Classified and display advertising. Comparative advertisingRegulatory agencies in advertisi
Adverti
ng (AAAI, ASCI).
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Unit V Advertising message : pr€paration ofbroadcast copy, copy for direct mail.
message, elements, print copy,an advertising
SuggestedReading
I2
3
, David a. Advertising Management.C.N. Sontakki, Advertising Management.
Aaker
Mohan M. Advertisin M
4
Title of the Paper
I
Unit I of
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Sales Promotion and Sales ManAdvertisin ementTq CiIEFI ,/
Title of the Pa er$FFEI i5T 7 Marketing Communication
glFIf,I / Paper / Second
7 Theory FIiS-t Z Intemal Assessment
50 40 10
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Unit I ticati its
atureN and fo lcacommun funct onslmportance foon, uncomm ca otr,comm unl on andprocess o cof mm un ca on cessro tnpmark
II EIUI ncl,#,fumqa-qfu6 u;I E-dTq{ Il rllt TqUnit II Ste S ln evd veeffecti marketinp oc unlmm camgelop E ements fo otion, onprom
Personal se n P bu cmlx, re ati dA ertis Pub cons, and als es ot noIII
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trader sales otion.
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Sales on n ectopromoti VE mandmeanlng ature, ce andportanfo essallm ta onti S no S fo scmo no sConhem s.eprom atumer rdType pro
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Unit IV oriented FreumCons er e lscod sft ume,samp unt, prem pack,n tiuanti es esrebatContests,
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Unit V Trade orientedGifts, Contests
salesTrain ers/dealers ff.
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elements, application
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Functionssales
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sales promotion :
allowances,
SuggestedReading
l. Neeraj Kumar - Marketing Communication- Hi@2. Kirti Dutta - Integrated Marketing Communication - Oxford University press.3. Richa Gaur - Marketing Communication and Advertising - Vayu Education of
India.4. Kruti Shah - Advertising and Integrated Marketing Communication.- (McGraw
Hill Education.)
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i fl / Class A.qiq. EfiiiE ,z B.Com. II Yearfaw wX57Sub ect Grouc$Fre iFITitle of the Paper
csAdvertis Sales Promotion and Sales t
II / Advertising II
gll;ItEf / Paper qQIII / First<rkorq si6' zMax. Marks
ffio / Theory {@f6{ // Intemal Assessment
50 40 10
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Unit I
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"drtdtBqr flo1 f{trd'rt ffiTdUnit II Advertising media- Types of media, Print media (News Paper,
and Brochures). Electronic media ( Radio, Television. Audio-vMagazines, Pamphlet, Posterisuals, Intemet), Other media
irect mai Outdoor media, T Their characteristics merits and limitations.S
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Unit III Problems of reaching rural audience and market, exhibition,Mela etc. Advertising agency- Selection and communication, Advertising agencies in Indi4Present status and scenario.
Media-present scenario in India.
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Unit lV Media planning : need and definitio n, Classification of medi4 Media profile, Selection ofmedia category their reach, Frequency and impact, Cost and other factors influencing thechoice of media.
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Unit V dia ecti edilanningDetermi edi testi
ediaM Co nents and Me o ves Mp mpo a Strate andsprocess tamedbjschedul nlues the tamed ml M a Pre & test
SuggestedReading
I2
S.A. Chunarvalq K.C. Sethia- Foundation ofAdvertising theory and practice.G.S. Sudha- Sales and Advertising Management.Shama Sageeta- Advertising and lmplementation- PHI. Publication.
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Advertising agency: Brief history, role and importance, Function-, types.fig ii{organizational pattem, Advertising agency departments, account management, Creative copyand studio account planning, Media plannine.
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iEII ,z Class / B.Com. II Year
Sales Promotion and Sales ManaAdverticE gql];r ,/
Title of the Pa Personal SellinsEand Salesmanshi
/ Second
Max. Marksst6 / 7 Theory {qf6*{ / Internal Assessment
50 40
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Unit I Nature andpersonal seTheories of
ortan oce f ersonal se T fo eSlmp lin Effectp svene oS fng, ypesn S vertAd S lng
sel nII
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Unit II Types of sales persons, Buying motives. types of markets. Selling as a career -an attractive career.Advanta s and difficulties Measures of makin sell
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UNit III Process of effective selling, Prospecting, Pre approach, Presentation andtiC so n o sf al sa e actPos teS Se foe, Tvp
mESsal ca aM e ont calfs,
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Unit IV es person with particular reference to consumer seryices.Sales operation reports and documents, Sales manual order book, Cash memo, TourQualities of successful sal
and riodical Problems in selli o tions.
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swrd $srtlfrquTq tDistribution network, Traditional and modem network, e-business and e-commerce,
roblems in sellin and relationshi marketin After sales service.Other
SuggestedReading
l. Rustam S. Davar- Salesmanship and Publicity.2. G.S. Sudha- Sales promotion and Sales Management.3. Durrel- Fundamental of Selling. - McGraw Hills Publication.4. Rajhans Saxena-Marketing Management- McGraw Hills Publication.
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SFFI-I ,z Paper
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Economics of advertising Vs. Personal selling,
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demonstration, Handling objections,time.
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Unit V
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/ Class ,z B.Com. IILYear
Sales Promotion and Sales entAdvertisinTEtr-$rw. cqw /
Man
(d 61 gittr{ /of Sales Force
N'!FFI?I ,Z PA er CaIrl / First
Max. Marksq6/ {cqf6q // Intemal Assessment
50 40 10
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ltiw d sqiqq) $T fuft"1 \.o,6tssUnit I Nature and scope of sales management. Setting & formulating the objectives of sales
man t. lities ofa sales man! {sri6 vs qfi, Yq Ferer Tq
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Unit II Functions of sales manager, Recrui tment and selection, Training and direction,Com nsation and motivation of sales force. Performance raisal
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Unit III Sales forceofsales bud
size and types. Sales planning and control, Importance, Process and uses
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Unit IV Sales quoto: Objectives and types of sales quota, Administration of sales quoto,Uses of sales quoto. Sales and cost analysis - uses and methods. Sales meeting andsales contests for sales force.
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Unit V Market analysis and sales forecasting, Methods of sales forecasting. Territory :
designing and management. Routing and scheduli ng ofsales operations
SuggestedReading
I2
Rosan- Management Sales Force- McGraw Hill.Schlainbe4- Professional approch to modem salesmenship- McGraw Hill.
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{f.6Tq. E-fiq s{tilTq fr{6 ,/Subiect Groupcrrrd 6t rftfu,/Title of the Paper
/ Theory
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q-q 9IITFISales and Sales
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Max. / Theory
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erqElRqTAqqr ot erqElr{un w ffiUnitI Internet andconceptsand methods ofonline and of
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of mobi le application protocoleMobil etc.
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lnrequired payment lnsystem E-E-E-Cash, wallets, E-Cheques, CreditV Tr{:qtfuqgil.d,
MDN.MIEIq qr1Unit V inaspectsrisks mSources of tools & risk risks,ofTypes
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Commerce. ofTypes
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