03735nam 2200697 a 450 991045876400332120200520144314.01-64287-558-91-282-80368-9978661280368093-5044-096-21-4416-8717-3600-00-2803-2(CKB)2670000000035947(EBL)618204(OCoLC)784881221(SSID)ssj0000671784(PQKBManifestationID)11402267(PQKBTitleCode)TC0000671784(PQKBWorkID)10632911(PQKB)11336331(MiAaPQ)EBC3011156(MiAaPQ)EBC618204(Au-PeEL)EBL3011156(CaPaEBR)ebr10415289(OCoLC)940439807(Au-PeEL)EBL618204(EXLCZ)99267000000003594720101007d2008 uy 0engur|n|---|||||txtccrAdvertising, sales and promotion management[electronic resource] /S.A. ChunwallaRev. ed.Mumbai [India] Himalaya Pub. House20081 online resource (529 p.)Description based upon print version of record.81-8488-163-0 Includes bibliographical references.COVER; CONTENTS; BASIC CONCEPTS OF PROMOTION AND COMMUNICATION; FUNDAMENTALS OF ADVERTISING; ADVERTISING RESEARCH; MARKETING AND ADVERTISING PLANNING; ADVERTISING AGENCY; MARKET ANALYSIS: SEGMENTATION AND TARGETING; CREATIVITY, CREATIVE STRATEGY AND COPYWRITING; ART DIRECTION; MEDIA PLANNING; PRINT MEDIA; ELECTRONIC MEDIA: TV-THE NEW GOLDEN GOOSE; ELECTRONIC MEDIA: RADIO; OUTDOOR AND TRANSIT MEDIA; MEDIA OF THE NEW MILLENNIUM-INTERNET; ADVERTISING REGULATION; WORD OF MOUTH ADVERTISING; DIRECT MARKETING; SALES PROMOTION; PUBLIC RELATIONS; NATURE AND SCOPE OF SALES MANAGEMENTSALES MANAGEMENT, PERSONAL SELLING AND SALESMANSHIPPERSONAL SELLING OBJECTIVES; SALES - RELATED MARKETING POLICIES; PERSONAL SELLING STRATEGY; THE JOB OF A SALES MANAGER; SALES ORGANISATION; PERSONNEL MANAGEMENT IN THE SELLING FIELD; RECRUITING SALES PERSONNEL; SELECTING SALES PERSONNEL; SALES TRAINING; EXECUTION AND EVALUATION OF SALES TRAINING PROGRAMMES; MOTIVATION AND MORALE OF SALES PERSONS; COMPENSATING SALES PERSONS; MANAGEMENT OF SALES EXPENSES; SALES MEETINGS AND SALES CONTESTS; CONTROLLING SALES PEOPLE - EVALUATION AND SUPERVISION; SALES BUDGET; SALES QUOTAS; SALES TERRITORIESSALES CONTROL AND COST ANALYSISCASE STUDIESBetween the covers, the book discusses the entire marketing communication package consisting of advertising, publicity, public relations, direct marketing and sales promotion. Apart from mass communication, person-to-person communication in the form of personal selling is also covered in sufficient details. The role of media and media planning has been elaborated. The working of advertising agencies too has been covered. Advertising copywriting both for print media and electronic media has been discussed. In short, this book is a very useful companion for those interested in advertising, commuAdvertisingSellingSales promotionManagementElectronic books.Advertising.Selling.Sales promotionManagement.659.1Chunawalla S. A902099MiAaPQMiAaPQMiAaPQBOOK9910458764003321Advertising, sales and promotion management2465780UNINA