10. CHAPTER 10 TO 12

10. " PERSONAL SELLING"

     10.1 personal selling meaning and definitions
     10.2 merits and limitations of personal selling
     10.3 methods of personal selling
     10.4 process of personal selling
     10.5 Essentials of a successful salesman
     10.6 sales management
     10.7 management of sales force.

11. "ADVERTISING"

      11.1 advertising meaning distinctions
      11.2 role and importance of advertising
      11.3 limitations of advertising
      11.4 management of advertising
     11.5 advertising organisation
     11.6 advertising Agencies
     11.7 advertising media planning and selection
     11.8 choice of advertising media and media vehicle
     11.9 advertising copy and layout
     11.10 the advertising
     11.11 advertising evaluation

12. " management of services"

      12.1 meaning and concept of services
      12.2 distinction between product and service
      12.3 characteristics of service
       12.4 factors influencing the faster growth of service markets
       12.5 classification of services
       12.6 marketing services
       12.7 service marketing model
       12.8 marketing issues before a service organisation
       12.9 critical success factors for service marketing
       12.10 future of service marketing
       12.11 importance of service marketing
       12.12 service design and process
       12.13 service process
       12.14 service blueprints
       12.15 new service development.