ADVERTISING AND SALES MANAGEMENT

UNIT 1:
1.Difference between Reminder & Reinforcement advertising 2.Relationship between advertising & IMC process 3.DAGMAR approach 4.Define unique selling proposition. 5.Various steps in market positioning & role of advertising in positioning. 6.Define Advertising 7.Define Advertising Management. What are the main steps involved? 8.Do you consider Advertising as a tool for consumer welfare? 9. Explain the various types of advertising campaign. 10.Discuss various possible advertising strategies. 11. What is publicity? 1.AIDA model 2.Social implication of adv 3.Importance of adv in marketing mix. 4.Define brand positioning. 5.Explain various objectives and scope of advertising, with suitable illustrations. 6. Outline the various steps involved in planning and managing an advertising campaign. 7. Explain various bases of market segmentation, with suitable illustrations. 8. Discuss various methods of setting advertising budget.

UNIT 2:
1.Adv & dis adv of internet advertising. 2.Difference between topical & endorsement copy 3.What are the gross rating points & What do they measures. 4.Various techniques to pre-test print media ads. 5.Importance of ethics in adv. 6.What factors should be kept in mind while selecting the media for advertising. 7.What are the purposes of preparing advertising layout? 8.What are benefits of multi-media strategy? 9.What are the important methods of measuring advertising effectiveness? 10.What do you mean by mass media 11. What is reach? Give examples of reach in various advertising media. 12. Define Media Mix. 13. Differentiate between pre-test evaluation and post-test evaluation. 14. Advertising media. 15.Copy writing. 16.Advertising layout.

17.Advertising Agency. 18.Advertising Effectiveness 1.Various steps in media planning 2.Factors to be considered while copywriting for print media. 3.Difference between recognition & aided recall. 4.Role of ASCI in regulating adv. & its guidelines. 5. Outline relative advantages and disadvantages of different types of media commonly used for advertising in India. 6. Outline the structure of advertising agencies. Suggest methods for improving client-agency relations. 7. Write notes on : (a) Laws governing Advertising in India (b) Functions of Advertising Agencies 8. Name a product and three media that would mix well together to advertise that product. Defend your media mix choices. 9. Discuss the various steps & attributes in writing an Ad copy? 10.Explain various principles of client-agency relationship. 11. Explain various methods of testing advertising effectiveness.

UNIT 3:
1.Define personal selling 2.Various objectives of personal selling. 3.Difference between product & customer organization. 4.Define qualitative performance standards. 5.Definition & factors affecting choice of channels of distribution. 6.What is the definition & purposes of organizing sales contests? 7.What are important methods of motivating the sales personnel? 8.What are characteristics of good sales territories? 9.What is the definition, types & characteristics of a good sales quota? 10.Define Sales Management & its features 11.Discuss any two types of demand forecasting techniques. 12.What do you mean by Psychological Pricing? 13.Explain the concept of job evaluation. 14.Enlist various quantitative and qualitative performance standards. 15. Sales Budget. 1.Steps in effective selling process. 2.Sales operates within the marketing framework laid down in sales related policies- Discuss the policies. 3.Importance & explain Herzebergs two factor theory of motivation. 4.Various types of compensation plans.

5. Highlight relative advantages and disadvantages of different types of sales organization structures, with suitable illustrations. 6. Describe various techniques of controlling and monitoring the performance of the sales force 7. Which are the approaches used to compute the salesforce size? 8.How the field force can be organized? Discuss the various techniques of organizing field force. 9.Discuss Maslows Need Hierarchy theory and its role in the motivation of sales persons. 10. Explain various types of sales organisations.