DBB2105 ADVERTISING AND SALES FEB MAR 2025

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Assignment Set – 1

Q1 Explore the concept of advertising and its five fundamental components. Illuminate the historical development of advertising. 5+5     

Ans 1.

Concept of Advertising

Advertising is a form of communication used to influence the buying behavior of consumers by promoting a product, service, or idea. It is a paid, non-personal message communicated through various media channels like television, radio, newspapers, social media, and billboards. The goal of advertising is to create awareness, generate interest, and ultimately drive consumer action. It serves as a bridge between the company and the customer, helping businesses reach their target

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Q2 Write a detailed note on any one Model of advertising, in detail. 10

Ans 2.

Introduction to Advertising Models

Advertising models help marketers understand how consumers respond to marketing communication and how to design messages that influence them. These models outline the stages through which a consumer passes before making a purchase decision. One of the most popular and widely used models is the AIDA model.

AIDA Model – Overview

The AIDA model stands for Attention, Interest, Desire, and Action. It is a classic advertising

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

Ans 3.

Understanding Print Advertising

Print advertising refers to promotional messages that appear in printed media such as newspapers, magazines, brochures, leaflets, and flyers. It is one of the oldest and most traditional forms of advertising. Despite the rise of digital platforms, print advertising continues to play a significant role, especially for local and regional marketing, and in sectors where detailed product information or visuals are essential.

Print advertisements can be classified into two categories—display ads (which include graphics,

Assignment Set – 2

Q4 Explain Sales Management Strategies comprehensively, incorporating relevant examples to substantiate your response.  10

Ans 4.

Understanding Sales Management

Sales management refers to the planning, direction, and control of personal selling activities of a business unit. It involves recruiting, training, motivating, supervising, and evaluating the performance of the sales force to achieve the company’s sales objectives. Effective sales management is essential for driving revenue, building customer relationships, and gaining

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

Ans 5.

Concept of Personal Selling

Personal selling is a form of direct communication between a company’s sales personnel and potential customers with the goal of persuading them to purchase a product or service. It is a face-to-face selling technique that allows for immediate feedback, adjustment of messages based on customer responses, and the building of long-term relationships. Personal selling is highly effective in situations where products are complex, expensive, or need customization—such as

Q6 Write a detailed note on types of Sales Organization Structures, include suitable examples to support your answer.          

Ans 6.

Understanding Sales Organization Structures

A sales organization structure defines how a company’s sales team is arranged, supervised, and managed to meet its objectives. The structure determines the reporting relationships, distribution of responsibilities, communication flow, and specialization of salespeople. The right structure enhances efficiency, market coverage, and customer satisfaction.

There are several types of sales organization structures, each suited to different business models