AHSEC 2nd Year Syllabus 2024-25 Salesmanship Advertising

SYLLABUS FOR HIGHER SECONDARY COURSE
Introduction :
At present the students of the first 10 years of schooling are not given formal instructions in
the subjects of commerce streams. Against this background it becomes necessary that of Higher
Secondary level (i.e. +2 stage) instructions in commercial subjects be given in such a manner
that students have a good understanding of the fundamental principles and practices bearing on
business, trade and industries and their relation to society. The students need to be exposed to
the realities of business world as part of socio-economic environment in the present economic
set up.
The increasing complexity in the present day business world makes it obilgatory for students to
be conversant with terminology and the principles and practices of Salesmanship and Advertising.
A study of the terminology, concept etc. will make the students aware of the usefulness and importance
of salesmanship and advertising in the present day society.
In view of the above general objectives the contents of the syllabus on Salesmanship and Advertising
for Higher Secondary First year and Second year class have been so arranged that linkage among
the topics of the syllabus is maintained.
Specific objectives:
The major objectives of teaching Salesmanship and Advertising of Higher Secondary stage are
to enable the students....
(i) to understand the need of the art of Salesmanship and Advertising.
(ii) to acquaint with the importance of the study.
(iii) to understand the scope of the subject
(iv) to understand the relationship of Salesmanship and Advertising with different sequence of
the commercial world.
(v) to acquaint with the principles and practices of Salesmanship and Advertising as an essential
part of commerical activities.
(vi) to give fundamental knowledge regarding organisation and operation of sales management
(vii) to include attitudes and values leading to integration of salesman’s service with the social
system and the commercial world.

2 Syllabi for H.S. Final Year

SYLLABUS FOR HIGHER SECONDARY FINAL YEAR COURSE
One Paper Three Hours Marks 100
Unitwise Distribution of Marks and Periods :
FUNDAMENTALS OF SALESMANSHIP (Marks : 50)
Unit No. Title Marks Periods
Unit-1 Sales Organization 20 40
Unit-2 Selection of Salesman 10 20
Unit-3 Salesman’s authority/Consumer Protection 10 20
Unit-4 Remuneration 10 20
PUBLICITY AND ADVERTISING (Marks : 50)
Unit-5 Preparation of advertising 10 20
Unit-6 Organ isation 15 30
Unit-7 Appeal in advertising 10 20
Unit-8 Advertising Agency and Clients
Unit-9 Market Research 15 30
100 200
Unitwise Distribution of Course contents :

FUNDAMENTALS OF SALESMANSHIP
Unit-l : Sales Organisation :
Methods of Sales, selling through own organization or Agents, their control, organization of sales de-
partment, sales routine, other departments, control of salesman, sales reports, its analysis and utility,
evaluation of salesman’s performance.
Unit-2 : Selection of Salesman :
Methods of selection, traits, training of salesman
Unit-3 : Salesman’s authority/Consumer Protection:
Limits, allocation of territory, fixation of quota, sales conference. Importance of Consumer protection,
consumer rights, responsibilities, ways and means of consumer protection.Consumer awareness and
legal redressal with special reference to consumer protection Act. Role of consumer organization and
NGO’s.
Unit-4 : Remuneration:
Remuneration of Salesman

Syllabi for H.S. Final Year 3

PUBLICITY AND ADVERTISING
Unit-5 : Preparation of Advertisement :
Definition of copy, its theme, essentials, size, feature, classification of lay-out, elements of lay-out.
Unit-6 : Organization :
Organization of Advertising department, functions, publicity programme, Media selection, planning and
policy, budget, market research, competitor’s product advertising, stock for sale, adequacy of finance,
object, cost relation with other departments, evaluation of effectiveness of advertisement.
Unit-7 : Appeal in Advertising :
Study of buying motive, their uses.
Unit-8 : Advertising Agency and Clients:
Agency- Need, organization, evolution, obtaining business, benefit and cost to advertisers, relation
with clients. Departments, creation of advertising materials, media, checking.
Unit-9 : Market Research :
Meaning importance and needs, Market research process, techniques and methods. Identification of
target groups in relation to a product.

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