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Thursday, October 08, 2020

SALESMANSHIP AND ADVERTISING SYLLABUS | AHSEC CLASS 12 SYLLABUS | 2020 - 21 | REVISED AND REDUCED

SALESMANSHIP & ADVERTISING

SYLLABUS FOR HIGHER SECONDARY FINAL YEAR COURSE

One Paper - Time - Three Hours - Marks 100

Specific objectives:

The major objectives of teaching Salesmanship and Advertising of Higher Secondary stage are to enable the students:-

1)         To understand the need of the art of Salesmanship and Advertising.

2)         To acquaint with the importance of the study.

3)         to understand the scope of the subject

4)         To understand the relationship of Salesmanship and Advertising with different sequence of the commercial world.

5)         To acquaint with the principles and practices of Salesmanship and Advertising as an essential part of commercial activities.

6)         to give fundamental knowledge regarding organisation and operation of sales management

7)         To include attitudes and values leading to integration of salesman’s service with the social system and the commercial world.

SALESMANSHIP & ADVERTISING

SYLLABUS FOR HIGHER SECONDARY FINAL YEAR COURSE

One Paper-Three Hours-Marks 100

Unit wise Distribution of Marks and Periods:

FUNDAMENTALS OF SALESMANSHIP (Marks: 50)

Unit No.

Title

Marks

Periods

Unit-1

Unit-2

Unit-3

Unit-4

Sales Organization

Selection of Salesman

Salesman’s authority/Consumer Protection

Remuneration

20

10

10

10

40

20

20

20

PUBLICITY AND ADVERTISING (Marks : 50)

Unit-5

Unit-6

Unit-7

Unit-8

Unit-9

Preparation of advertising

Organisation

Appeal in advertising

Advertising Agency and Clients

Market Research

10

15

10

 

15

20

30

20

 

30

 

 

100

200

Unit wise Distribution of Course contents:

FUNDAMENTALS OF SALESMANSHIP

Unit-l: Sales Organisation:

Methods of Sales, selling through own organization or Agents, their control, organization of sales department, sales routine, other departments, control of salesman, sales reports, its analysis and utility, evaluation of salesman’s performance.

Unit-2: Selection of Salesman:

Methods of selection, traits, training of salesman.

Unit-3: Salesman’s authority/Consumer Protection:

Limits, allocation of territory, fixation of quota, sales conference. Importance of Consumer protection, consumer rights, responsibilities, ways and means of consumer protection. Consumer awareness and legal redressal with special reference to consumer protection Act. Role of consumer organization and NGO’s.

Unit-4: Remuneration:

Remuneration of Salesman

PUBLICITY AND ADVERTISING

Unit-5: Preparation of Advertisement:

Definition of copy, its theme, essentials, size, feature, classification of lay-out, elements of lay-out.

Unit-6: Organization:

Organization of Advertising department, functions, publicity programme, Media selection, planning and policy, budget, market research, competitor’s product advertising, stock for sale, adequacy of finance, object, cost relation with other departments, evaluation of effectiveness of advertisement.

Unit-7: Appeal in Advertising:

Study of buying motive, their uses.

Unit-8: Advertising Agency and Clients:

Agency- Need, organization, evolution, obtaining business, benefit and cost to advertisers, relation with clients. Departments, creation of advertising materials, media, checking.

Unit-9: Market Research:

Meaning importance and needs, Market research process, techniques and methods. Identification of target groups in relation to a product.

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