pli Aaa ae Momeg we ut ere 2014-15, Class/ ei B.Com Semester/t'nex Vserr Subject/ fava area od Ree weir Title of Subject Group fas fava waE ar sites Max. Marks sitar sie 85+15 CCE Particulars/faaxer gad 1 | Rares a oe, GRRaTaT Ge SraEIRUT, agp Fer 3 Rano age, use splomen # fier a after, Rano & wate we ord a2 [asta & eT CS wo — aieoam Te A -aiPaw Rerrwete ait yt waft alr agnor, sane Pesto A ofa | Fae 2 | ottee wi gad Rain, Serle Marries S sqeedi wT Rakorfisnt aoe or fakery wert § flere are wr wrfet we ae I Fae wa | ere oie — oie, afore Ce eed, Pera whe Ca Seer HaTaeT Reroute Hora Te, er ee ee, weer srw eT wht —s | ata, Ter ee RE AT FRE Wa aS aa Regen went we, fiers ster fasrt ¥ ooiat I 62) Ee Nae (Baa \ad afecar favatrenrcry gate Session 2014-15 Class/ 81 : B.Com Semester/ez Iiser Subject/ far : Advertising, Sales & Sales Managment Title of Subject Group Advertisement Max. Marks sifftanrt ot 85415 CCR Particulars/fraet Tail] Meaning, Definition and Concept of Advertisement. Importance of advertising in ‘Modem Marketing, Role of advertising in the national economy. Objectives and | functions of advertising, Tht | Means and types of advertising — Commercial and non-Commercial advertising, Primary demand and selective demand advertising. Process of scientific advertisin Thi | Classified and display advertising. Internet advertising. Setting of advertising objectives. Setting of advertising budget. Factors affecting advertising expenditure in a compan Tair Advertising copy - Meaning, Definition and Elements, Structure of an advertising copy, Essential ofan Effective advertising copy, Elements of Print advertisement (outline), Elements of Board cost copy. Copy for direct mail Tair} Headlines, Hlustration,, Body-copy. Slogan, Logo, Colours and Presentation, Trade marks and Brand Names, Effective advertisement test, Advertising Appeal, Consumer Orientation in Advertising b Ve an! — yhSession 2014-15 Class/ ®ai F B.Com Semester/aRce IWigdia Subject! fre 1 Reimar aoa eed fre oe Title of Subject Group 8 fare ware fava wag ar a Max. Marks aiftresd 36 g 85+15 CCE Particulars/faaw"t ce 1 | waa — et, eR Ce wea eAOT whoa Ga SIT wa Tes, SOB TITS | Sea Racor & ereher wRtar a wer, were Poco aIUeT a ay aeasfaghe arr of wee 3 | ao Soe fare eT | dads a War Uika wT wT BK srl Tee, war afta Pater sft ae —4 | Satdcres fae — Sea, AEC Ty fea srfaret fama oral a aang ye atte Pepa eeeda — oof ud oft, eqtwa need vor wd fara wi Sel — STG TARRY WS ACT | eae 5 | wea, Neat a aeeerrsit or Peter aoe 4 gtage Tete Fagor oh aang afer (a 1Vaph Subject/ fara, : fasna,faea ye flea weer Title of Subject Group : Personal Selling and selesmanship fava wag ar sities Max. Marks siffreaa ofa 2 85+15 CCE Particulars/fteret ae RES GR Ce aN GAA OH wel Se ee | Reems a are ferweR tafe faa am arr | Gameely ater altos aifert | Pee) afer gore 1 ‘Nature and importance of personal selling. Door to Door selling situation where personal selling in mote effective. Cast of Advertising vs Cost of Personal selling AIDA Model of Selling. Types of Seles person FoR | ea water wor Same ool Sie won oa WaT wd TTY sepa | stam & wer | Bling motives. Types of markets. Consumer and industrial markets, There Characteristics and implication forthe selling function. Types of consumer. are mg poe ea eh aber 1 Morea, Bag, ge Meare qa wee, eaten eH ona, FRG ver a Pea | Process of effective solling, Prospécting, Pre Approach, Presentation and demonstration Handling and Objection, Closing the sale, Post sale activities. ame wa | Sete Ha Fee ed A cer moe Ran Spr Rae ae TSMR A Ge ETT, facet ot or ora tae & ae A ary & Pay Pat Rewer, ema! RANT | Qualities of the successful sales person with particular reference to consumer Serviees. Selling as a career, Advantages and difficulties, Measure for making selling and attractive career, Distribution, Network Relationship. caret We een. aT He, ec ane GH, BA TAL TTR, BAT We OTIS Fea, Paar te ere 1 Reports andl Documents, Sale Manual, Catalogue, Order Book, Cash Memo, Tour Diary | Daily and Periodical Reports. Other problems in selling ie nwed atten fizaftencagde Session 2016-17 Class/ at 4 B.Com Semester/ee 3B Vier Subject Rua 2 fase fame oe Rare oer Title of Subject Group : Management of the sales foree fara aa or vires Max. Marks afterera 3fe ‘ 85+15 CCE Particulars/fawt Same a | RT a eee we eer wee, FR we a A we, TR Pe OTT ag, wrdPrere a IpaTart Importance of the sales force and its Management, functions of Sales Manager. Recruitment and selection, Training and Direction, Motivation and compensation, Appraisal of Performance FEED | Ral aan rare, feel Prive wr wee NTR SATE SAT AN STE Salesforce size, Organisation ofthe sales Department, Geographie product wise, Market hase Fai ae | Fea Raa can eer Tal a Pe A Sales Planning, Central Market analysis, sales forecasting, Methods of forecasting sales. Fae mag | Na ase aaa, GT eae wT Pear WT re wea AT Pee eT ae Sales Budget : Importance, process of sales budget, uses of sales budget. Sales Budget, Sales Territory : Considerations in allocation of sales territory. ERE my | Ra er es, Pre) aero Pe, fea At er eres, Pel ler a we, RG aa Freche och a fet Sales quota : Objectives, Principles of sales quota, Administration of sales quota, ises of sales quota, Sales and Cost analysis : Uses and Methods, = Suggested Reading. 1. Philip Kotler Marketing Management ( Prentice Hall of India) 2. Stanten & Buskirk Marketing Management 7 th ed, zl \ eensad often faafrencag ek Session 2016-17 Class/ ait B.Com Semester/tnex Visa Subject! fara 7 fasts, frcoa ve ferry yar Title of Subject Group Sales Promotion and Public Relatinos fase wag a sitar Max. Marks sift fa i 85+15 CCE Particulars/freer ore —1 TE GET SwgA Wa ee TTP wT Top, Pa wa oT, a ST fray ect re Fs iter wap PA wea ‘Nature and importance of sales promotion. Its role in marketing, Forms of sales promotion,trade oriented sales promotion and sales force oriented sales promotion, Foe? ae ooo ohare, RT wT SW ‘Hr eer, weer, aU a, Toe aan, oft oe hr aa, wea, Te ee, PM eT aR, AT a, err 1 Major tools of sales promotion, Samples, point of purchase displays, Demonstration, Exhibitions, Fashion shows sales contests, Games of change and ski, Lotteries, Gift offers, Premium and free goods, Prince packs, Rabat, Patronage rewards yoy —3 HA PH CT BS A, TAMA Ye see, Tea) wala We Mane aidien, GI wre oa, a a ea ae rary ers eT Conventions, Conference and trade shows, specialties and novelties, developing and sales promotion programmers, pretesting implementation, evaluating the results and making necessary modifications. ore —4 Sere oct TU. aa ae A aa TS Ge EY Sere ae oe: eee, eee TE, Be MET ws Pst, afeeh AT srt afta, Ae | Public Relations : Meanings, features, growing importance role in marketing, similarity between, Publicity and PR. Major tools of PR; News, Speeches, special events, handouts and leaflets, audio-visual, pubic service activities, miscellaneous tools garg —5 Tea wade wu UrRRIeS o Ala GH eA TER | Ethical and local aspects of sales promotion and public relations. gested Reading 1. Stanton & Fitrell Fundamentals of Marketing 7 th Edition 2. Philip Kotler Marketing Management 7 th Ed, 3, ISK Patel Salesmanship and Publicity NAG _ e . ON