This document defines advertising and discusses its objectives and advantages and disadvantages. It outlines different advertising techniques and media used, including direct advertising, indoor advertising, outdoor advertising, point of purchase advertising, and specialty advertising. It then defines personal selling and salesmanship, noting that sales are important for business profits. Personal selling involves creating demand and promoting sales through face-to-face interactions with prospective buyers. The document also discusses the significance of personal selling, types of salesmen, methods of remunerating salesmen, and the role of medical representatives in the pharmaceutical industry. It notes that medical representatives receive general, specialized, and continuous training.

1. Advertisement
&
salesmanship & personal selling
By
Dinesh

2. DEFINATION OF ADVERTISEMENT
Advertising is an art of creating public awareness or
favorable attitude towards a product, brand, idea or
service

3. Objectives of advertising
To create primary demand
To introduce a new product by creating awareness about it
among the customers
To inform about a product , its availability and its price.
To create a reputation for the company
To create a brand image for the product
To fight competition in the market and increase the sales

4. Advantages of advertising
It helps in marketing goods produced on a large scale
through the method of mass persuasion.
It helps in easy introduction of product into the
market.
It helps to establish a direct contact between
manufacturer and customer
It increases the sales turnover
Drawbacks of advertising
It involves huge wasteful expenditure, people usually
don’t give attention to them
It increases the cost of production.
Advertisements usually misrepresent the facts

5. Advertising techniques in marketing or media of
advertising
The channel or means utilised for transmitting the message
from the advertiser to the public is known as advertising
medium or media. The following are the important media of
advertising:
Direct advertising or postal advertising or literature
advertising
Example ---this type of advertisement is seen in
pharmaceutical products
Indoor advertising
Example --- Through newspapers, TV, cinema
Outdoor advertising or external advertising
Example --- besides the roads, bus stands
Point of purchace advertising
Example --- BigC, other shops
Speciality advertising
Example --- Entrance of the malls, etc

6. Personal selling and salesmanship
•The utlimate aim of any business organisation is to generate profits
and to develop the organisation. The profit usually depend upon the
volume of sales. Sales are the life blood of any business.
•Salesmanship or personal selling is one of the most important
techniques of promoting sales
•It is the process of creating demand and promating sales by assisting
and persuading the prospective buyer to buy a commodity in a face to
face situation

7. Significance of personal selling
•It generates large employment opportunities to young
people
•It helps in creating a demand for new product
Types of salesmen
Depending on the type of employer the salesman
represents. The salesmen are classified
Into three types
1.Manufacturer’s salesman
2.The wholesaler’s salesmen
3.The retailer’s salesmen

8. Methods of remuneration for salesman
Salary is an important component which influences the
quality and the amount of effort put on by an employee on
his job.
Types of plans
Straight salary plan
Commission plan
Combination plans
(a)Salary and commission
(b)Salary and bonus
(c)Drawing account and commission (prepaid)

9. Medical representatives as salesmen or
salesmanship in pharmaceutical industry
Selling consumer goods is different from selling
pharmaceutical products. Ordinary consumer goods are
sold by the retailers and pharmaceutical products are
sold by the chemist and pharmacists on the written
prescipion of a physician. Hence salesmanship in
pharmaceutical industry is a totally different setup. The
salesman in pharmaceutical industry are known as medical
representatives or sales officers or detailed-men or
brand officer.
A medical representative approaches the docters and
person to person, explain the details about the product of
their manufacturer along with pros and cons

10. Training of medical representatives
They are three types
1.General training
In which the fundamental craft of selling is taught
2.Specialized training
Where they are taught about the products manufactured by their
company, details about the formulation, standardisation and testing
procedures adopted by them and other companines etc. they also
inform about the company corporate policy and overall information like
technology adopted in the production etc.
3.Continous training
This is given at specific intervals of time to update the knowledge of
medical representatives regarding the product of the company and
continuous trends of the market. Hence training is a continuous
process for sales personnel

11. Thank you