Assam ASSEB HS Sales Management & Advertising study guide
Assam ASSEB HS Sales Management & Advertising · Work through your exam, one topic at a time.
Sales Management & Advertising is an elective subject in the Assam Higher Secondary (ASSEB) commerce stream, typically taken alongside Business Studies, Accountancy and Economics in Classes XI–XII. It suits students who want a practical, workplace-facing subject rather than a purely theoretical one, and it is a natural stepping stone towards B.Com, BBA, retail or marketing diplomas, and entry-level roles in field sales, showroom selling and advertising agencies. The Assam ASSEB HS Sales Management & Advertising study guide has 9 sections and about 3,234 words.
01Introduction to Sales Management and Personal Selling
You must be able to separate two ideas that students routinely blur: sales management is a managerial activity (planning, directing and controlling the firm's personal selling effort), while personal selling is the field activity of one salesperson talking to one prospect in order to close a sale. Sales management : planning, direction and control of personal selling - setting objectives, forecasting, territory design, quotas, recruiting, training, motivating, compensating and evaluating the sales force.
396 words, about 2 min02Selling Process and Sales Presentation
Memory of the seven-step selling process in the correct order, plus the ability to name the stage a given sentence describes and to state how a sales presentation is planned and delivered. Prospecting - locating and qualifying potential buyers (referrals, cold canvassing, directories, enquiries).
347 words, about 2 min03Sales Organization and Sales Force Management
Identification of sales organisation structures, the basis on which territories are specialised, and the arithmetic of deciding how many salespeople a firm needs. Line organisation - authority flows straight down from sales manager to salespeople; simple, quick decisions, but the manager must know everything.
360 words, about 2 min04Recruitment, Selection, Training and Motivation of Sales Personnel
The sequence of the selection process, sources and methods of recruitment and training, and the theories and tools used to motivate and compensate salespeople. Sources : internal (promotion, transfer, employee referral) and external (advertisements, employment exchanges, campus placement, agencies, walk-ins, social media).
331 words, about 2 min05Sales Planning, Forecasting, Budgeting and Control
The distinction between a forecast, a quota and a budget, the main forecasting methods, and the tools a manager uses to control selling performance. Sales forecast : an estimate of expected sales for a future period, in units or rupees.
369 words, about 2 min06Introduction to Advertising: Meaning, Role and Types
A defensible definition of advertising, its distinguishing features, its role for different parties, and the ability to classify any described advertisement into the correct type. Advertising is paid, non-personal communication by an identified sponsor about a product, service or idea, carried through a mass medium to persuade or inform an audience.
327 words, about 2 min07Advertising Media and Media Planning
Matching media to audiences and objectives, knowledge of media-planning terms, and the ability to compute simple media cost figures such as cost per thousand (CPM). Newspaper - wide reach, quick, flexible, local; short life, poor reproduction.
353 words, about 2 min08Advertising Copy, Layout and Creativity
The parts of an advertisement, the principles behind a good layout, and the creative process from copy brief to copy testing. Headline (first thing read, must carry the main benefit or news), sub-headline , body copy (the argument and proof), slogan/tagline (a repeatable phrase linked to the brand), logo and signature , call to action ("visit your dealer today"), and the illustration .
363 words, about 2 min09Advertising Budget, Effectiveness and Ethics
Budget-setting methods, how advertising effectiveness is measured, and the ethical and legal standards that apply in India. Percentage of sales - simple and common, but it reverses cause and effect (sales drive the budget, whereas advertising is meant to drive sales).
388 words, about 2 min