AHSEC 1st Year Syllabus 2025 Sales Management and Advertising

SALES MANAGEMENT AND ADVERTISING
REVISED SYLLABUS FOR HIGHER SECONDARY FIRST YEAR COURSE
W.E.F. SESSION: 2024-25

Theory: 80 marks Time: Three Hours.
Project: 20 Marks

Unit wise Distribution of Marks & Periods:

Units Topics Marks Periods

Group –A Fundamental of Salesmanship (40 Marks)

Unit-1 Origin, Development and Art of Salesmanship 10 25

Unit-2 Salesperson & Personal Selling 10 10

Unit-3 Knowledge of Products and Consumers 10 20

Unit-4 Retail Selling and Channels of Distribution 10 25

Group-B Advertising (40 Marks)

Unit-1 Meaning and Evolution of Advertising 10 20

Unit-2 Advertising Media 10 20

Unit-3 Display 10 20

Unit-4 New Trends in Advertising 10 20
Total (Theory) 80 160

Group-C Project Work. 20 20

Total ( Theory + Project) 100 180

Unit wise Distribution of Course Contents:

Group-A: Fundamental of Salesmanship (40 Marks)
Unit-1: Origin, Development and Art of Salesmanship Marks-10
A. Definition of Salesmanship, Origin & Development, Role & Nature of Salesmanship,
Psychology in Selling, Creative Salesmanship and Value of its study.
B. Fundamental of successful selling, Basis of selling, Analysis of selling points,
Techniques of selling.

Unit-2: Salesperson & Personal Selling Marks-10
A. Salesperson- Meaning, Types, Qualities, Functions, Duties & Responsibilities of
Salesperson, Selling as a career.
B. Personal Selling- Meaning, Steps of personal selling process, importance.

Unit-3: Knowledge of Products and Consumers Marks-10
Meaning and different types of consumers, Importance of salespersons, Knowledge
about products and consumers, Sources of acquiring product knowledge, Study of
Consumers Psychology & Behaviour.

Unit-4: Retail Selling & Channels of Distribution: Marks-10
A. Fundamentals of Retail Selling, Sales Talk- its technique & effectiveness, Meeting
customer’s objections, Closing of Sales.
B. Importance of Channels of Distribution, Different channels and determinants of
selection of channels, E-Commerce- its meaning, types and importance.

Group-B: Advertising (40 Marks)

Unit-1: Meaning and Evolution of Advertising Marks-10
Meaning, Evolutions and Functions of Advertising, Benefits and Limitations of
Advertising, Salesmanship Vs Advertising.
Unit-2: Advertising Media Marks-10
Types of Advertising Media, Direct & Indirect Advertising, Indoor & Outdoor Advertising
and its merits & demerits, Factors affecting selection of Media.
Unit-3: Display Marks-10
Meaning, Objectives and form of display, Interior & Exterior Display, Window Display,
Show Rooms and Show Case Exhibition-Their impact on Sales.
Unit-4: New Trends in Advertising Marks-10
Concept, Emerging forms of Advertising, Social Media Advertising- Meaning of Social
Media Advertising, Importance of Social Media Advertising. SMS, WhatsApp, Facebook,
Instagram, etc. Impact of Social Media Advertising on different stakeholders.

Group-C: Project Work (20 Marks)

Project Work - 20 Marks.
➢ Project Preparation 12 Marks
➢ Project VIVA VOCE 08Marks

Format for Project Work of the subject - Sales Management and Advertising (H.S. First Year)
Cover Page:-
1. Title of the Project.
2. Information of the student
(Name, Roll No, Registration No, Year)
3. Name of the Supervisor/Guide.

4. Name of the Institution.
5. Year.

Second Page: - Acknowledgement.

Third Page: - Declaration by the students.

Forth Page: - Certificate from Supervisor/Guide.
Certificate from Head of the Institution/Department.

Fifth Page: - Contents/Index.
Main text of the project
References /Bibliography.

Contents of Project Work for H.S First Year Students

The students need to submit project report on any one of the following categories with
adequate photographs. The concerning teachers of the institute fairly distribute the contents
among students.

1. Study on job satisfaction of salesperson.
2. Study on retailers and their advertising strategies.
3. Study on different techniques of selling by salespersons.
4. Study on ‘sales report’ or ‘sales data’ of local business units.
5. Study on channels of distribution.
6. Study on consumer behaviour
7. Study on e-commerce (tools, types, techniques etc)
8. Study on advertising media.
9. Study on promotional tools.
10. Study on social media marketing