Advertising and Sales Management detailed Syllabus for MBA (Marketing), R19 regulation has been taken from the JNTUH official website and presented for the students affiliated to JNTUH course structure. For Course Code, Subject Names, Theory Lectures, Tutorial, Practical/Drawing, Credits, and other information do visit full semester subjects post given below. The Syllabus PDF files can also be downloaded from the universities official website.
For all other MBA (Marketing) 3rd Sem Syllabus for R19 Regulation JNTUH, do visit MBA (Marketing) 3rd Sem Syllabus for R19 Regulation JNTUH Subjects. The detailed Syllabus for advertising and sales management is as follows.
Course Objectives:
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Learning Outcome:
Student will be able to understand the importance of Sales Management, Sales Planning and Budgeting and need for distribution channels and managing them.
Unit I
Advertising: Concept, Evolution, Promotion Mix, Importance and Functions of Advertising, Role of Advertising, AIDA model, Types of Advertising, Advertising Plan, DAGMAR Approach, Visualization of Advertising Layout – Functions, Principles, Elements of a layout.
Unit II
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Unit III
Sales Management: Importance, types of Selling, difference between Selling and Marketing, Sales Activities, Selling Skills, Selling Strategies, Selling Process, Sales Planning Process, Sales Forecasting Methods, Sales Budgeting Process. Sales Force Management – Recruitment and selection, training, sales force motivation, compensation, sales force control and evaluation.
Unit IV
Sales Promotion: Concepts, need, objectives, Personal Selling vs. Advertising, Types of Sales Promotion, Sales Promotion Strategies – Sales Promotion and Product Life Cycle, Cross Promotion, Surrogate Selling, Bait and Switch advertising, Ethical and legal aspects of sales promotion.
Unit V
For the complete Syllabus, results, class timetable, and many other features kindly download the iStudy App
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Suggested Readings:
- Terence A. Shimp, J. Craig Andrews, Advertising, Promotion, and other aspects of Integrated Marketing Communications, 9e, Cengage, 2016
- Jaishri Jethwaney, Shruti Jain, Advertising Management, Oxford, 2015
- Richard R Still, Edward W Cundiff, Norman A P Govoni, Sales and Distribution Management, 5e, Pearson, 2011
- Ramendra Singh, Sales and Distribution Management: A Practice-Based Approach, 1e, Vikas, 2016
- K. Sridhara Bhat, Sales and Distribution Management, 1e, HPH, 2011.
- S.A. Chunawalla, Sales and Distribution Management, 3e, HPH. 2012
- George E.Belch, Michel E.Belch, Keyoor Purani, Advertising and Promotion: An integrated marketing communication Perspective, Mc Graw Hill, 9e, 2017.
For detail Syllabus of all other subjects of MBA Marketing, R19 scheme do visit Marketing 3rd Sem Syllabus for R19 scheme.
For all the MBA results, visit JNTUH MBA all semester results direct links.