Advertising, Sales and Promotion Management / by S.A. Chunawalla

1. Basic Concepts of Promotion and Communication 2. Fundamentals of Advertising 3. Advertising Research 4. Marketing and Advertising Planning 5. Advertising Agency 6. Market Analysis : Segmentation and Targetting 7. Creativity, Creative Strategy and Copywriting 8. Art Direction 9. Media Planning 10. Print Media 11. Electronic Media : TV-The New Golden Goose 12. Electronic Media : Radio 13. Outdoor and Transit Media 14. Media of the New Millennium-Internet 15. Advertising Regulation 16. Direct Marketing 17. Sales Promotion 18. Public Relations 19. Nature and Scope of Sales Management 20. Sales Management, Personal Selling and Salesmanship 21. Personal Selling Objectives 22. Sales- Related Marketing Policies 23. Personal Selling Strategy 24. The Job of a Sales Manager 25. Sales Organisation 26. Personal Management in Selling Field 27. Recruiting Sales Personnel 28. Selecting Sales Personnel 29. Sales Training 30. Execution and Evaluation Sales Training Programmes 31. Motivation and Morale of Sales Persons 32. Compensating Sales Persons 33. Management of Sales Expenses 34. Sales Meetings and Sales Contests 35. Controlling Sales People- Evaluation and Supervision 36. Sales Budget 37. Sales Quotas 38. Sales Territories 39. Sales Control and Cost Analysis 40. Case Studies