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ASM Syllabus

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ASM Syllabus

DG

Uploaded by

malliknl
Copyright
© © All Rights Reserved
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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B.

Com (ASM)
SEMESTER-WISE SYLLABUS
[w.e.f. 2015-2016]

I B.Com. (ASM)
Advertising (w.e.f. 2015-2016)
Semester I Syllabus
Unit I
Advertising Outstanding attributes of advertising Advertising Vs. Sales Promotion
The Role of Advertising in modern Business World Functions and Limitations of
Advertising.
Unit II
Kinds of Advertising Commercial and Non-Commercial Primary Demand and
Selective Demand Comparative and Cooperative Advertising Classified and Display
Advertising Objectives of Advertising.
Unit III
Advertising Budget Procedure Factors influencing the size of the advertising budget
Methods used in deciding advertising appropriation.
Unit IV
Advertising copy Attributes of an effective advertising copy Types of advertising
copy Structural elements of Advertising copy (Head Line, Sub-head line, body of the
copy, Illustration, slogan, etc.)
Unit V
Colour in advertising Functions and limitations of colour Colour qualities and
features Position of colour processing in India.
Suggested Readings
Wright, Winters and Advertising Management (Mc. Graw Hill, Zeiglas).

1. Mahendra Mohan Advertising (Tata Mc. Graw Hill) .


2. Philing Kotler Marketing Management(Printice Hall of India).

3. C.N. Sontakki Advertising Kalyani Publishers.

Note: The instruction of teaching is in Telugu Medium.

Advertising (w.e.f. 2015-2016)


Semester II Syllabus
Unit I
Economics aspects of Advertising effects of advertising Is advertising productive
Social aspects of Advertising Advertising influence the consumer prices Is advertising
too much persuasive.
Unit II
Advertising appeals Essentials of good appeal classification of advertising appeals
product of service related appeals consumer related appeals Non-consumer and nonproduct related appeals.
Unit III
Advertising department Organization Functions of advertising department
Functions of the advertising manager Inter-departmental relations.
Unit IV
Testing of Advertising effectiveness why to test advertising effectiveness Methods of
measuring advertising effectiveness.
Unit V
Advertising Agency Features Functions of Advertising agency Selection of an
advertising agency methods of paying the agency services.
Suggested Readings
Wright, Winters and Advertising Management (Mc. Graw Hill, Zeiglas).

1. Duns and Durban Advertising: Its role in Modern Marketing (the Drydon press).

2. Mahendra Mohan Advertising (Tata Mc. Graw Hill) .


3. Philing Kotler Marketing Management(Printice Hall of India).

II B. Com (ASM)

Advertising E-Commerce (w.e.f. 2016-2017)


Semester III Syllabus
Unit I
Media of Advertising Print media Newspaper advertising Magazine advertising
Television advertising. Outdoor and Transit media Factors effecting selection of media.
Unit II
Media Planning Media selection Media scheduling Stages in advertising campaign
Structuring a Radio advertisement, television advertisement and video advertisement.
Unit III
Advertising regulations Misleading and deceptive advertising How Indian consumer
misleaded by Advertising Indian Government Control and regulations.
Unit IV
Constructing an Advertisement layout Functions of layout Principles of a good layout
Art work kinds of Art work.
Unit V
Advertising over the net Hyper Banner Features of Banner Advertisement
Advantages of Internet advertising Mobile Commerce.
Suggested Readings
Wright, Winters and Advertising Management (Mc. Graw Hill, Zeiglas).

1. Mahendra Mohan Advertising (Tata Mc. Graw Hill) .


2. Philing Kotler Marketing Management(Printice Hall of India).
3. C.N. Sontakki Advertising Kalyani Publishers.

Advertising E-Commerce (w.e.f. 2016-2017)


Semester IV Syllabus
Unit I
Nature of E-Commerce Features of E-commerce Factors to get an E-commerce
Parties to E-commerce transactions Advantages and disadvantages of E-commerce.
Unit II
E-Commerce Payment system Payment methods Digital cash E-money Digital
money Electronic Wallet Credit card Smart Card Advantages of Credit card and
payment over the internet.
Unit III
E-Online Banking Automatic Teller Machine Electronic Fund Transfer (EFT) Uses
Security of Internet banking E-commerce Types of security Areas of internet
security.
Unit IV
E-commerce communication Importance of E-Technology in E-business
communication E-business conferencing Teleconferencing Computer based
conferencing Video conferencing.
Unit V
Electronic mail Need for e-mail -Features of electronic mail services Applications of
e-mail Advantages of e-mail.
Suggested Readings
E-Commerce A Managerial Perspective Micheal change.

1. E-Commerce An Indian Perspective Joseph.

2. E-Commerce and E-Business Dr. C.S. Rayudu, (Himalaya Publishing House).


3. Electronic Commerce Security Risk Management & Control, Greenstein &
Feinman.

III B. Com (ASM)


Marketing Communication - I (w.e.f. 2017-2018)
Semester V Elective Syllabus
Unit I
Objectives of Communication Methods of communications Verbal Oral Written
Non-verbal communications Barriers in communication.
Unit II
Characteristics of communication Process of communication Essential of effective
communication process.
Unit III
Steps in developing effective marketing communication Marketing communication
mix Integrated Marketing Communication.
Unit IV
Nature of attention Kinds of attention Determinants of Attention perceptions
Basic factors affecting Perception Learning Factors of Learning Form of learning.
Unit V
Promotions objectives Types of promotional strategies Promotional elements in
marketing communications functions of marketing communications.
Suggested Readings
Philip Kotler Marketing Management Printice Hall of India, New Delhi.

1. C.B. Memoria, R.K. Suri Marketing management, Kitab Mahal Allahabad.


2. V.S. Ramaswamy, S.N. Kumari, Marketing Management Mac Millian India Ltd.,
New Delhi.
3. Varinder Kumar, Marketing Communications, Kalyani Publishers, Hyderabad.

Personnel Selling and Sales Management - I


(w.e.f. 2017-2018)
Semester V Elective Syllabus
Unit I
Nature and importance of personnel selling kinds of salesmanship Salesmanship is an
art or science personnel Vs. Advertising.
Unit II
AIDAS Model of selling Types of salesman Measures for making selling an
attractive career.
Unit III
Buying motives Classification of buying motives Distinctions between buying
motives and selling points Qualities of a successful sales person.
Unit IV
Prospecting Importance Methods of prospecting pre-approach approach
Presentation Demonstration.
Unit V
Overcoming objections Methods of closing - Distinctions between closing sale and
post sale activities.
Suggested Readings

1. Geoffrey Lanscaster & David Jobber, Selling and Sales Management- Mac Millian
India Ltd., New Delhi.
2. Richar R Still E.W., Cundiff Norman A.P. Govoni, Sales and Management,
Printice Hall of Inda Pvt. Ltd. New Delhi.
3. C. N. Sontakki, Salesmanship, Kalyani Publishers, Ludhiana.
4. P.K. Sahu, K.C. Raut, Salesmaship and Sales management Vikas Publishing
House, Pvt. Ltd.,
III B. Com (ASM)

Marketing Communication - II
Semester VI Elective Syllabus (w.e.f. 2017-2018)
Unit I
Product in Marketing Communication Package Component communicates Design
communicates Brand name communicates Company name communicates Label
communicates.
Unit II
Price in Marketing communication Characteristics of the products consumers
consideration that influence price decision place in marketing communication.
Unit III
Media for Marketing communication Media analysis Mass media Print media
Electronic media - Personal address system Media planning format.
Unit IV
Sales representatives as Marketing Communication Personnel selling Nature and
traits Communication principles that enhance effectiveness of sales representatives
sales manager Communication principles Components of a sales presentation.
Unit V
Emerging trends in marketing communication communication Vis--vis marketing
communication Form of direct marketing communication Role of marketing
communication in 21stCentury.
Suggested Readings

1. Philip Kotler Marketing Management Printice Hall of India, New Delhi.


2. C.B. Memoria, R.K. Suri Marketing management, Kitab Mahal Allahabad.
3. V.S. Ramaswamy, S.N. Kumari, Marketing Management Mac Millian India Ltd.,
New Delhi.

4. Varinder Kumar, Marketing Communications, Kalyani Publishers, Hyderabad.

III B. Com (ASM) (w.e.f. 2018-2019)


Personnel Selling and Sales Management - II
Semester VI Elective Syllabus
Paper:

HPP: 5

Unit I
Sales Management Functions of sales management Sales quotos Factors affecting
sales quota setting Methods of setting the sales quotas.
Unit II
Sales promotion objectives Functions of Sales promotion Methods of Sales
promotion Sales source motivation Methods of motivation.
Unit III
Sales organization Significance Types of sales organizations Functions of sales
manager Essential qualities of an efficient sales manager.
Unit IV
Recruitment and selection of salesman Sources of recruitment Significance of sound
selection Selection process.

Unit V
Training of sales man Significance and limitations of sales training Areas of sales
training Training methods.
Suggested Readings

1. Geoffrey Lanscaster & David Jobber, Selling and Sales Management- Mac Millian
India Ltd., New Delhi.
2. Richar R Still E.W., Cundiff Norman A.P. Govoni, Sales and Management,
Printice Hall of Inda Pvt. Ltd. New Delhi.
3. C. N. Sontakki, Salesmanship, Kalyani Publishers, Ludhiana.
4. P.K. Sahu, K.C. Raut, Salesmaship and Sales management Vikas Publishing

House, Pvt. Ltd.,

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