MKT 405 Principles of Advertising and Sales Management

Provides a survey of the principles of advertising and sales management as critical components of marketing. Reviews the social and economic significance of advertising, ethical considerations, and how advertising influences buyer behavior. Examines the development and execution of advertising strategy including media planning, formulation of advertising campaigns, budgeting, and assessment. Presents the concepts of personal selling, building customer relationships, and ethical considerations in selling. Examines the development and execution of a sales strategy including buyer analysis, presentation and sales activities, and managing the sales force.