Page 5 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

CONTENT

Unit 1: Introduction to Sales Management 1
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Unit 2: Recruitment, Selection and Training of Sales Personnel 24
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Unit 3: Motivating and Compensating the Sales Force 49
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Unit 4: Sales Meetings, Sales Contests and Sales Budget 75
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Unit 5: Organising Sales Effort 92
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Unit 6: Introduction to Integrated Marketing Communication 108
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Unit 7: Advertising Strategy: Fundamentals 118
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Unit 8: Advertising Strategy: Creative Execution 140
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Unit 9: Sales Promotion 159
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Unit 10: Managing other Promotional Tools 174
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Unit 11: Unconventional Promotional Media 187
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Unit 12: Media Planning and Strategy 202
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Unit 13: Broadcast Media and Media Planning 219
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Unit 14: Measurement of Advertising Effectiveness 240
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