Ebook Sales and Promotions Management: Part 1

Ebook Sales and Promotions Management: Part 1 presents the following content: Introduction to Sales Management; Recruitment, Selection and Training of Sales Personnel; Motivating and Compensating the Sales Force; Sales Meetings, Sales Contests and Sales Budget; Organising Sales Effort;...Please refer to the documentation for more details.
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Ebook Sales and Promotions Management: Part 1 Edited by: Sukhpreet Kaur SALES AND PROMOTIONS MANAGEMENT Edited By Sukhpreet Kaur Printed by EXCEL BOOKS PRIVATE LIMITED A-45, Naraina, Phase-I, New Delhi-110028 for Lovely Professional University Phagwara SYLLABUS Sales and Promotions Management Objectives: The course aims at developing sales management skills. Moreover the course aims to develop a strong foundation of concepts of IMC so that they will be able to apply these concepts in the industry. S. No Description 1. Sales management and control, Buyer seller dyads, Diversity of personal selling situations, AIDAS theory of selling, Selling process. 2. Recruiting and Selecting sales personnel, Executing and evaluating sales training program. 3. Motivating and compensating sales personnel 4. Sales meetings and sales contests, The sales budget 5. Types of sales quota and Quota setting procedure, Sales territory concept, Reasons and Procedures for setting up and revising sales territories, Assignment of sales personnel to territories and routing and scheduling of sales personnel. 6. Integrated Marketing Communication, Advertising Strategy: Fundamentals of an advertising campaign, Finding the Big Idea, Creative execution in advertising 7. Sales promotion: Types of sales promotions, budget allocation, designing sales promotion program. 8. Direct marketing, Public relations, Publicity and Corporate Advertising. 9. The Print Media, The Broadcast Media, Out of home media, Steps involved in media planning 10. DAGMAR approach to setting objectives and measuring advertising effectiveness. CONTENT Unit 1: Introduction to Sales Management 1 Sukhpreet Kaur, Lovely Professional University Unit 2: Recruitment, Selection and Training of Sales Personnel 24 Sukhpreet Kaur, Lovely Professional University Unit 3: Motivating and Compensating the Sales Force 49 Sukhpreet Kaur, Lovely Professional University Unit 4: Sales Meetings, Sales Contests and Sales Budget 75 Sukhpreet Kaur, Lovely Professional University Unit 5: Organising Sales Effort 92 Sukhpreet Kaur, Lovely Professional University Unit 6: Introduction to Integrated Marketing Communication 108 Gopika Juneja, Lovely Professional University Unit 7: Advertising Strategy: Fundamentals 118 Gopika Juneja, Lovely Professional University Unit 8: Advertising Strategy: Creative Execution 140 Gopika Juneja, Lovely Professional University Unit 9: Sales Promotion 159 Gopika Juneja, Lovely Professional University Unit 10: Managing other Promotional Tools 174 Manpreet Kaur, Lovely Professional University Unit 11: Unconventional Promotional Media 187 Manpreet Kaur, Lovely Professional University Unit 12: Media Planning and Strategy 202 Manpreet Kaur, Lovely Professional University Unit 13: Broadcast Media and Media Planning 219 Manpreet Kaur, Lovely Professional University Unit 14: Measurement of Advertising Effectiveness 240 Manpreet Kaur, Lovely Professional University Corporate and Business Law 6 LOVELY PROFESSIONAL UNIVERSITY Sukhpreet Kaur, Lovely Professional University Unit 1: Introduction to Sales Management Unit 1: Introduction to Sales Management Notes CONTENTS Objectives Introduction 1.1 Overview of Sales Management 1.2 Sales Management and Control 1.3 Buyer Seller Dyads 1.3.1 Advantages of Personal Selling 1.3.2 Disadvantages of Personal Selling 1.3.3 New Approaches in Selling 1.4 Diversities of Personal Selling Situations 1.4.1 Service Selling 1.4.2 Developmental Selling 1.5 AIDAS Theory of Selling 1.6 Selling Process 1.6.1 Prospecting 1.6.2 Pre-approach 1.6.3 Approaching 1.6.4 Presentation and Demonstration 1.6.5 Handling Objections 1.6.6 The Close 1.6.7 Follow up 1.7 Summary ...