BBA 304 - ADVERTISING AND SALES MANAGEMENT

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ASSIGNMENT

DRIVE	FALL 2016
PROGRAM	BBA/ SEMESTER III
SUBJECT CODE & NAME	BBA 304 - ADVERTISING AND SALES MANAGEMENT
BK ID	B1598
CREDITS	4
MARKS	60

Note: Answer all questions. Kindly note that answers for 10 marks questions should be approximately of 400 words. Each question is followed by evaluation scheme.

Question.1. Who are the key players of advertising?

a. The advertiser

b. The advertising agency

c. The media

d. The vendor

e. The audience

Answer:Answer is “The advertiser”

As part of an overall marketing strategy, some companies turn to an advertising agency to develop an advertising campaign. Ad agencies combine their creative and research expertise with the input of the client to develop a campaign that appeals to customers. When used properly, an ad agency can save you the time of creating your own campaign, can provide market and industry expertise, and can help you increase revenue or improve brand recognition.

History: Advertising agencies started in the late

Question.2. Explain the various promotional tools of Integrated Marketing Communication (IMC).

a. Advertising

b. Direct marketing

c. Sales promotion

d. Public Relations

e. Publicity

f. Personal selling

g. Internet marketing

Answer:Integrated Marketing Communication tools refer to integrating various marketing tools such as advertising, online marketing, public relation activities, direct marketing, sales campaigns to promote brands so that similar message reaches a wider audience. Products and services are promoted by effectively integrating various brand communication tools.

To implement integrated marketing communication, it is essential for the organizations to communicate effectively with the clients. You need to

Question.3. What are the advantages and disadvantages of newspaper as a medium of advertising?

Answer:Newspapers have a strong tradition of delivering accurate, reliable news, but they are increasingly viewed as outdated. Newspapers employ reporters who know how to uncover basic facts about important stories. Online resources, however, are increasingly filling this role.

Many people are lamenting the so-called demise of newspapers. Newspapers cost money to produce, and most are only printed once per day. As a result, they cannot deliver breaking news, and people interested in the latest stories will often turn to cable television or the Internet. Newspapers are being assaulted from multiple fronts, and many

Question.4. Indicate the emerging trends in Sales Management with a futuristic approach.

Answer:To be successful in a changing market environment, it is important that sales managers understand the importance of emerging trends in the following areas

Global Perspective

Global competition is intensifying. Domestic companies who never thought about foreign competitors are suddenly finding them in their backyard. This is a challenge which sales managers and salesperson must take on, they have to improve

Question.5. Explain the concept of AIDAS Model.

a. Attention

b. Interest

c. Desire

d. Action

e. Satisfaction

Answer:AIDA is an acronym that stands for Awareness, Interest, Desire and Action. The AIDA model is widely used in marketing and advertising to describe the steps or stages that occur from the time when a consumer first becomes aware of a product or brand through to when the consumer trials a product or makes a purchase decision. Given that many consumers become aware of brands via advertising or marketing communications, the AIDA model helps to explain how an advertisement or marketing communications message

Question.6. Explain the various methods for evaluating the performance of salespeople?

a. Graphic rating scales

b. Ranking

c. BARS

d. MBO

e. Descriptive statements.

Answer:Sales managers utilize various methods to measure and evaluate the overall behavior, end results and profitability of sales force. The method used for performance evaluation should be reliable over time and possible to validate to accurately measure what they intend to measure. The method used to evaluate sales force should be standardized throughout the whole organization and its branches. The evaluation method should be practical to apply in a reasonable period of time. The most important feature of performance evaluation

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