Salesmanship and Advertising / R. C. Agarwal.

PART-I
Chapter-1: Salesmanship;
Chapter-2: Salesman;
Chapter-3: Recruitment and selection of salesman;
Chapter-4: Training of salesman;
Chapter-5: Remuneration/compensation of salesman;
Chapter-6: Sales management and sales manager;
Chapter-7: Sales Organisation;
Chapter-8: Fields or sales territories;
Chapter-9: Sales quotas and salesman's report;
Chapter-10: Motivational sales-force;
Chapter-11: Sales incentives;
Chapter-12: The selling process or process of sales or from prospecting to follow-up or sales talk-from sales opening to sales closing;
Chapter-13: Sales talks;
Chapter-14: Buying motives;
Chapter-15: Different types of customers: Their study, behaviour and customer services;
Chapter-16: Sales policy;
Chapter-17: Price or pricing policy;
Chapter-18: Sales budget;
Chapter-19: Sales forecasting;
Chapter-20: Channels of distribution;
Chapter-21: Personal selling;
Chapter-22: After sales service/services;
PART-II
Chapter-1: Advertising;
Chapter-2: Advertising (continued);
Chapter-3: Types, kinds or classifications of advertising;
Chapter-4: Media or methods or devices of advertising;
Chapter-5: Advertising material-Advertising copy;
Chapter-6: Advertising Agency;
Chapter-7: Measuring advertising effectiveness or evaluation of advertising;
Chapter-8: Media planning or advertising media planning;
Chapter-9: Advertising budget/advertising appropriation;
Chapter-10: Public relations;
Chapter-11: Advertising appeals;
Chapter-12: Characteristics of Indian market, marketing environment and marketing-mix;
Chapter-13: Consumer (Buyer) behaviour;
Chapter-14: Market segmentation;

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