DBB2111 ADVERTISING AND SALES JULY – AUGUST 2025

Description

SESSION	JULY – AUGUST 2025
PROGRAM	BACHELOR OF BUSINESS ADMINISTRATION (BBA)
SEMESTER	III
COURSE CODE & NAME	DBB2111 ADVERTISING AND SALES

 

 

Assignment Set – 1

 

Q1. Discuss the concept of Advertising along with its five basic components. Throw some light on the history of the Advertising.         5+5     

Ans 1.

Concept of Advertising, Its Five Basic Components, and History of Advertising

Concept of Advertising

Advertising is a persuasive communication process used by organisations to inform, influence, and remind consumers about products, services, ideas, or brands. It is a paid, non-personal form of promotion that uses various media channels such as print, digital platforms, television, radio, and outdoor displays. The core purpose of advertising is not only to create awareness but also to shape consumer attitudes and drive buying decisions. Advertising plays a strategic role in building brand identity, increasing market reach, and supporting long-term

 

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Q2. Write a detailed note on Hierarchy-of-Effects Model of advertising in detail.         10

Ans 2.

Hierarchy-of-Effects Model of Advertising

The Hierarchy-of-Effects Model is one of the most influential frameworks in advertising, explaining how consumers progress from unawareness to eventual purchase. Proposed by Lavidge and Steiner, the model states that advertising works in a sequence of stages — each affecting thoughts, feelings, and actions. This systematic approach helps marketers design

 

 

Q3. Discuss the Print Advertising. Also, to explain the Characteristics of the Press, include suitable examples to support your answer.            2+8     

Ans 3.

Print Advertising and Characteristics of the Press

Print Advertising

Print advertising refers to promotional messages published in physical media such as newspapers, magazines, brochures, leaflets, and posters. It is one of the oldest and most traditional forms of advertising, widely used for its credibility, reach, and ability to convey detailed information. Despite the rise of digital media, print advertising continues to play a vital role, especially among readers who prefer printed content for clarity and reliability.

Meaning and Importance of Print Advertising

Print advertisements use written text, graphics, and images to communicate with a target

 

 

Assignment Set – 2

 

 

Q4. Explain Sales Management Strategies in detail, include the suitable examples to support your answer. 10           

Ans 4.

Sales Management Strategies in Detail with Examples

Sales Management Strategies

Sales management strategies refer to the structured plans and actions that organisations develop to guide their sales teams, optimise performance, satisfy customers, and achieve revenue goals. An effective sales management strategy aligns sales activities with the company’s marketing goals, market conditions, customer expectations, and competitive dynamics. These strategies are not static; they evolve based on technological changes,

 

 

Q5. Discuss the concepts of Personal Selling. Detail the objectives of Personal Selling. 3+7     

Ans 5.

Concepts and Objectives of Personal Selling

Personal Selling

Personal selling refers to direct, face-to-face or interactive communication between a salesperson and a potential customer to persuade, inform, or assist in making a purchase decision. Unlike mass advertising, personal selling is personalised, flexible, and capable of addressing individual customer concerns immediately. It is especially useful for complex, expensive, or technical products that require explanation.

Concept of Personal Selling

Personal selling revolves around relationship-building, persuasive communication, and

 

 

Q6. Write a detailed note on Sales Management Information System along with new trends in Sales Management, including suitable examples to support your answer.        5+5

Ans 6.

Sales Management Information System and New Trends in Sales Management

Sales Management Information System (SMIS)

A Sales Management Information System (SMIS) is an organised, computer-based framework that collects, stores, analyses, and distributes sales-related information to support decision-making. It enables sales managers to plan, control, and evaluate sales activities more efficiently. In modern competitive markets, an SMIS helps organisations respond quickly to customer preferences, track sales performance, and forecast future demand.

Meaning and Components of SMIS

An SMIS integrates various data sources, including customer databases, sales records,