Advertising Personal Selling and Salesmanship
Advertising Personal Selling and Salesmanship
Advertising Personal Selling and Salesmanship
Course Objective:
The objective of this course is to provide knowledge concerning advertising and personal selling
and to equip them with the skill to use these promotion tools.
Lesson Plan:
Unit Lecture
Learning Objective Topics to be covered
No. No.
1-2 Advertising: Importance, types and objectives
3 Communication Process
4 AIDA Model
Introduction to
1. 5 DAGMAR Approach
Advertising
6-7 Audience Selection
8-9 Methods of setting Advertising Budget
41 Prospecting
42 Pre Approach
43-44 Approach
Personal Selling 45 Presentation and Demonstration
5.
Process 46-47 Handling of Objections
48-49 Closing the sale
50 Follow-up
Evaluation Scheme:
No. Component Duration Marks
Internal Assessment
Quiz
1.
Class Test 25
Attendance
Assignment
2. End Semester Examination 3 hr 75
Contact
Unit Contents
Hours
1 Introduction to Advertising 09
3 Advertising Effectiveness. 10
4 Introduction to Personal Selling and Salesmanship 12
Total 50
Suggested Books:
Year of
Sl. No. Name of Authors/Books/Publishers
Publication/Reprint