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1. An authentic, simple and crisp presentation of the subject matter. 2. Various concepts have been explained in a lucid, pragmatic and student friendly language. 3. Covers the detailed syllabus of Delhi University for the students of B. Com. (H) III year. 4. Each paragraph is distinctly numbered and starts with relevant background of the subject. 5. Previous years questions have been given in the appendix for reference. Book Content of Advertising And Personal Selling Nature and Importance of Advertising Advertising Budget Media Decisions Advertising Copy and Elements Advertising Appeals Measuring Advertising Effectiveness Advertising Agency Ethical and Legal Aspects of Advertising Nature and Importance of Personal Selling Customer Knowledge and Buying Motives Knowledge of Products and Markets Process of Effective Personal Selling Handling Objections Closing the Sale Customer Follow-up Sales Management Sales Forecasting Sales Budget, Sales Quota and Sales Territories Sales Force Management Recruitment and Selection Training and Development Direction and Supervision Motivation and Compensation Performance Appraisal Question Papers
