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LLM Degree MSc Degree MCom Degree MA Degree
         

Study Sales Management and Advertising - MCom Subject

Module I
Introduction – importance of sales management in marketing management – planning of
sales programme – sales forecasting – methods of sales forecasting – sales territories and
setting sales quotas – sales territory control and routing management – sales organization
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Module II
Salesmanship – theories of selling – AIDAS theory, Right set of circumstances theory, ‘buying
formula’ theory – Behavioural Equation’ theory – steps in selling – prospecting, - meeting
resistance – closing sale – qualities of a good salesman – selection of sales personnel – sales
training – identification of sales training needs – designing training content and conducting
sales training programmes.
Module III
Salesman’s work assignment – types of work assignment – product assignment – territory
assignment – time and activity analysis – administration of sales quotas – sales budgets –
sales control and cost analysis – sales audit – sales personnel compensation.
Module IV
Advertising – advertising as a marketing tool role and objectives of advertising – advertising
and positioning – advertising budget – methods of budget allocation – message design – copy
writing – creativity in advertising.
Module V
Advertising media – types of media: print, electronic, outdoor – TVChannels in India – radio
advertising,FMbroadcasting, Satellite radio – internet – media selection – media planning –
measuring media effectiveness and message effectiveness – Television Rating Points – National
Readership Surveys.





MCom (Masters in Commerce) Subjects


ACCOUNTING FOR MANAGERIAL DECISIONS
ADVANCED FINANCIAL ACCOUNTING
Business Environment
COMMUNICATION SKILLS
ENTERPRISE RESOURCE PLANNING
FINANCIAL MANAGEMENT
FOREIGN TRADE MANAGEMENT
FOREIGN TRADE POLICY AND PROCEDURES
FUNDS MANAGEMENT IN BANKS AND INSURANCE
Human Resource Management
INCOME TAX
INDIAN FIANANCIAL SYSTEM
INFORMATION TECHNOLOGY FOR BUSINESS
INTERNATIONAL FINANCE
INTERNATIONAL MARKETING AND LOGISTICS MANAGEMENT
INTERNATIONAL MARKETING
INVESTMENT MANAGEMENT
Macroeconomics for business decision MCom Masters of Commerce
MANAGEMENT INFORMATION SYSTEMS
Marketing Management
MARKETING RESEARCH
OPERATIONS RESEARCH
QUANTITATIVE METHODS
RESEARCH METHODOLOGY
SALES MANAGEMENT AND ADVERTISING
STRATEGIC MANAGEMENT

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Page Description: Sales Management and Advertising MCom Subject, MCom Degree Sales Management and Advertising, MCom Masters Degree Commerce Subject, Post Graduate Commerce Subject