B.Com. (Honours with Research) with Specialization in Business Management Advertising and Sales Management Syllabus - Mumbai University
This is the SY BCom BM syllabus under NEP 2020, in force from the academic year 2025-26. The University clubbed this degree with B.Com., B.Com. (Accountancy) and B.Com. (Business Economics) on 25 May 2026 and now awards it as B.Com. (Commerce and Management), with Business Management as the Major: the papers below are the ones its own Board of Studies sets, so your exam form may name the degree differently from your admission letter. The four Major papers of Semesters III and IV are the four credit versions the University issued on 5 August 2026, which carry twice the modules of the two credit papers set for these semesters before them.
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Syllabus for Advertising And Sales Management
Module I: Module I: Introduction to Advertising
- Introduction to Advertising: Definition, features, benefits, Objectives of Advertising, Ethics in advertising, Recent trends in Advertising
- Types of Media for Advertising: Traditional Media- Print, Broad cast, Out of Home--advantages and limitation; New Age Media – Internet, social media, Over-the-top (OTT) -- advantages and limitation
- Advertising Agency: Concept, features, types, services offered, selection of Advertising Agency, Agency-Client relationship, Career options in Advertising
Module II: Module II: Planning and Execution of Advertising Campaign
- Planning and Creativity – Planning of Advertising Campaign- steps, Factors determining Advertising Budget, Selection of Media for Advertising, Visualization techniques, Unique Selling Proposition, Advertising Appeals, Endorsement in Advertising
- Execution of Advertising: Execution of Print advertising: Copy writing- elements, types; Illustration – types; Layout- Principles; Execution of Broadcast Advertising: Role of Music and Jingles in Advertising, Storyboard -concept
- Evaluation of Advertising and Regulatory aspects in Advertising; Testing Advertising Effectiveness- Methods of Pre-testing Advertising Effectiveness & Methods of Post-testing Advertising Effectiveness; Legal framework of Advertising in India -ASCI code
Module III: Module III: Sales Management
- Introduction: Introduction to Sales Management, Definition, Nature and Role of Sales Management, Evolution of Sales Management, Importance of Sales Management, Recent trends in Sales Management
- Selling Process: Introduction, Stages in Selling process, Prospecting-Process and methods, Sales Presentation-Approaches and Methods, Closing the Sale- Methods and Follow-up Action
- Sales Organization: Meaning, Factors influencing structure of sales organization, The Sales Management process, Forces affecting Sales Management, Ethical issues in Sales Management, Use of Technology to improve Sales Management
Module IV: Module IV: Sales Force Management
- Introduction: Introduction to Sales Force Management, Recruitment, Selection, Training, Evaluating Sales Performance
- Sales Force Motivation: Introduction, Nature of Motivation, Importance of Motivation, Process of Motivation, Factors influencing Motivation of Salesperson
- Sales Force Compensation: Introduction, Characteristics of an Effective Compensation Plan, Factors Influencing the design of Compensation Plan, Types of Compensation Plan, Steps in designing a Compensation Plan
References
- 1 Contemporary Advertising, 2017, 15th Edition, William Arens, Michael Weigold and Christian Arens, Hill Higher Education
- 2 Kleppner’s Advertising Procedure – Ron Lane and Karen King, 18th edition, 2011 – Pearson Education Limited
- 3 Advertising: Planning and Implementation, 2006 – Raghuvir Singh, Sangeeta Sharma –Prentice Hall
- 4 Advertising Management, 5th Edition, 2002 – Batra, Myers and Aaker – Pearson Education
- 5 Advertising Principles and Practice, 2012 - Ruchi Gupta – S.Chand Publishing
- 6 Foundations of Advertising – Theory and Practice, 2017, S.A Chunawalla, K. C. Sethia- Himalaya Publishing House
- 7 Selling and Sales Management Developing Skills for success, 2017 – Lisa Spiller – Himalyan Publishing House Pvt. Ltd.,
- 8 Churchill/Ford/ Walker’s Sales Force Management, 2022 Mark W Johnston, Greg W Marshall - -Tata McGraw- Hill
- 9 Sales Management- Text and Cases, 2017, P. K. Ghosh -Himalaya Publishing House
- 10 Sales and Distribution Management , 2011-Devangi M Variya, Kirankumar Solanki. DND Publication
Reproduced from the University of Mumbai syllabus for B.Com. (Business Management) under NEP 2020, in force from the academic year 2025-26. Wording is as printed in that syllabus. Module numbering is as printed there too.
The complete syllabus
This subject is cut from the University circular for its year. Open a document here if you want the whole thing rather than a single subject.