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

feoq f+rqhqmq. vS{Vikram University, Ujjain

\\ tY

q

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

4Iq.rR'6 qzj ffi5 6ur*' Ss qiFT{ffitEIRUn gs q-sd, E-ar!-{

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

Tft-ot or qqn, Trrdt d erer dtiqtg'.Ff{, rlIuFIqEZTq qEzfo

Unit II Advertising media, different typagencie's role, relationship with

es of media, Mediaclients.

planning, Impact of advertising

III d-sl fu5rqqqule qqVEifr'o

Unit III Advertising budget, factors affecti ng to advertising expenditure, Ethics and code ofconduct in advertising.

IVftqrq-o {ien{ (AAAr, ASCr).

sqr.rd gd-{rfl-m

Unit IV sing: Classified and display advertising. Comparative advertisingRegulatory agencies in advertisi

Adverti

ng (AAAI, ASCI).

. !-eteT v$tS 4nfrl

rflRUI

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

6i;IT, dEI,

fuoq M+effiq, EdqVikram University, Ujjain

iffiI / Class .6iq. carq / B.Com. I Year

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

I tl((I,cdvsrcfrqfrqr*inq"r

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

\ii qrqrfr frm-q fr-qf{ |

TT6G I \rE

risf{ +srrcri d ronrsq'+ffirUNit III

trader sales otion.

bjoti

Sales on n ectopromoti VE mandmeanlng ature, ce andportanfo essallm ta onti S no S fo scmo no sConhem s.eprom atumer rdType pro

IV !-tsRierqHr fri. Tfl

Unit IV oriented FreumCons er e lscod sft ume,samp unt, prem pack,n tiuanti es esrebatContests,

\d qt6 ft-fi-irrcit oqr s{d'fums $ffi o.r yRtrTur, sq-{ }rIUlTE gtr6N

cfrdrFrf,r ff,qcR v5s

Unit V Trade orientedGifts, Contests

salesTrain ers/dealers ff.

mo ton D scoun andS lanPpro tours skagepacof r€tai and the r sta

vttWr

frrq sTr/Subiect Grouo

irF6-dq si6, ,/Max. Marks

rr6-cl,qr+orR-o qHt6I

elements, application

fuo-q €qttcl

Functionssales

: 5qf, qT{r. qe, BT6r{,

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.)

\

frre

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

{6r{ I\rliff d f{rnrr, }st g4q, tsr ffis{, frfuqr Frdrs{ r

cfrciER, gzrdrrtrfi BEIT,

v{qEGI,

Unit I

{6r{ IItdfuq-c.Rftd',

qkd,

9i5R, q-{,(wqrsn TdfiEqr{&tr(}fr6' 5Yq-|..q a,u{ia)

"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

56r{ Ill vE qrqR aiFtuft qE{ds"r,fr-$rc-{ FIsdd- nqr{d\rs fr-dlm {dqrfgstusi

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.

r+( 1vVi q,{r4, fffuqr q{rr 6{i 6I qrnfud osi srA drrd

6t qrFts4 TE 3rq (d I

4TsIrqnEFdI \rE

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.

{6r{ Vfifuo ftqq ar frqftor, ffEqr rsrc. \.q qrEqrd tfuq t

VESTII Yq

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.

tu VfrN-ffi.r'r*

frmq ffiqmq, s+{Vikram University, Ujjain

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.

erq frBqr fSB sr6 cnr, slr$eI

I

frBqr ftqlsi

furq MtqrfrA scfr{Vikram University, Ujjain

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

lrqrqeft{f,r I ffir fr-mq qalq ft-flqq 6r oTeicn€{ r ffio fr-qrq'd fu{idlTS {TG,qn IIiDN, q;TTq fr'm-q

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

oftEr{qi fq-s{6-dr oi 3T16+6 tsfl q-rTt_ .IITI \TtI$qliF.|-t I

yiFR. i5-q

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

IIIftTdrr, fufi-q o1 qqrft, fffisl{+1 oid d sq-q 6r rqtr{ t

sqsr< rrfrfrftqit fffiq riiiEd oia d non,

tF cII cs

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,

IVf+ou \eroof Eqsrtt

Nr,gks.r,HTF-iI s-lT('i=IxrT vs

qrtsT dYr gl{ft

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.

r{dffo ee-q qq-{qrt, fifsq\rs Tqss

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.

)

ZW

q b,\tr

Esq r[6,/Subiect Group

s{;Ilrn 6T rftffiz

SFFI-I ,z Paper

'10

{6-r{ r

Economics of advertising Vs. Personal selling,

TCINqFrfle

I

6I

demonstration, Handling objections,time.

I qqe.

\s srqfuo cR.d-fi. fr'mq riqrf,{

{6,rs v

Unit V

\r\i ]v-,-'-'1A$

/ 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

Efi.{ I tr#s elitn 01 c-qfr Cs e;;t frsq9-qtr6 d

-1ur I

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

furq eo 3rftituntftqrfi I

{6r{ rr

Unit II Functions of sales manager, Recrui tment and selection, Training and direction,Com nsation and motivation of sales force. Performance raisal

(EI 3IIiFI{ gq giFN I Tq E\{e 6I II6-d,

vq c'q),T t

56Tg III

Unit III Sales forceofsales bud

size and types. Sales planning and control, Importance, Process and uses

{6.r{ rv Efi-q 6}dr: froq oter d s{w- trmR, fff,q qifei or c:Trs{, fufi?iffiErq).rt fffiq Vi orrn ffiwF cfr.T \-q frfuqir fr-*-q ffi Ts furq ed tgft-rq cmFmr

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.

{6T-$ v sIqR mqur gq fufiq Wigqlrts fiart ft-m-q {iam{ o1 $trr

, ft-mq ffivi tffiiur

I

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.

Wry 0.v

fffiqfrffiraq wt{Vikram University, Ujjain

{f.6Tq. E-fiq s{tilTq fr{6 ,/Subiect Groupcrrrd 6t rftfu,/Title of the Paper

/ Theory

Mfrfr-

:a

fufiq fdr{Fdqtaq, rc+{Vikram University, Ujjain

Lq $

\".{py ,\!V9,c b

Hl

SanjayJ2. s .J Indian ve- PHI

ClassB.Com. ru Y,earT{6/

q-q 9IITFISales and Sales

gr+rf, iFrTitle of theSFIEI Online

Max. / Theory

50/ Intemal

4010

erqElRqTAqqr ot erqElr{un w ffiUnitI Internet andconceptsand methods ofonline and of

II

trtgqv qrqR

IB-gr( e-{qfTUnit II E-

lnon intemet. and product

(wAP)6I 5FI,Nd 6-r$d d $-{r$a vq sTrRUnit III Mobileof

of mobi le application protocoleMobil etc.

d q-fiR il€dsr, +qj-fu, 3T-dHgtuc 6.rd, Hrd o.rg 3TTfrUnit IV

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

I

':

frr$ I

Fqtd ru

Fod IV

Commerce. ofTypes

Smartsystem: