Dibrugarh University
Syllabus for B.COM Programme
Under Directorate of Distance Education
3rd Year
Course No: B. Com. 304: PRINCIPLES OF
MARKETING
Total Marks: 90
Objectives: The objective in this
course is to help students to understand the concept of marketing and its
application.
Block I: Introduction: 18
Nature
and scope of marketing; Importance of marketing as a business function, and in
the economy; Marketing concepts – traditional and modern; Selling vs.
marketing; Marketing mix; Marketing environment
Block II: Consumer Behaviour and Market
Segmentation: 18
Nature;
scope and significance of consumer behaviour; Market segmentation-concept and
importance; Basic for market segmentation
Block III: Product: 18
Concept
of product, consumer and industrial goods; Product planning and development;
Packaging-role and functions; Brand name and trade mark; after sales service; Product
life cycle concept.
Block IV: Price: 18
Importance
of price in the marketing mix; Factors affecting price of a product/service;
Discount and rebates
Promotion:
Methods of promotion; Optimum promotion mix; Advertising media-their relative
merits and limitations; Characteristics of a effective advertisement; Personal
selling as a career; Classification of a successful sales person; Functions of
salesman.
Block V: Distribution Channels and Physical
Distribution: 18
Factors
affecting choice of a distribution channel; Retailer and wholesaler; Physical
distribution of goods; Transportation; Warehousing; Inventory control; Order
processing.
Suggested Readings:
1. Philip
Kotler: Marketing Management; Prentice Hall; New Delhi.
2. Sontakki
C. N.: Marketing Management; Kalyani Publishers; New Delhi.
3. Evans:
Marketing Management; Cengage Learning India Pvt. Ltd.; Delhi.
4. Ravilochanan
P.;: Principles of Marketing; Vrinda Publications (P) Ltd. Delhi.
5. Roy;
Kisholoy.;: Retail Management Managing Retail Stores; Vrinda Publications (P)
Ltd. Delhi.
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