Marketing – Meaning - Definition of marketing and Marketing Management-Scope of Marketing Management-Nature and Importance of Marketing Management- Problems of Marketing Management - Difference between Sales Management and Marketing Management – Functions of Marketing Management – Principles of Marketing Management - Marketing Organisation Structure.

Product Development – New Product Planning and Development – Steps in New Product Development – Management of Product Life Cycle – Product Line and Product Mix Strategies – Pricing – Objectives of Pricing Decisions – Factors influencing Pricing Decisions – Process of Price determination – Kinds of Pricing.

Channels of Distribution – Meaning - Basic channels of distribution - Selection of a suitable channel - Factors Influencing Selection of a channel-middlemen in Distribution-Kinds – Functions - Elimination of Middlemen - Arguments in favour of and against.

Sales promotion-meaning and definition-objectives and importance of sales promotion causes for sales promotion activities-types of sales promotion programmes-salesmanship and personal selling-steps in selling-essentials of salesmanship-importance of salesmanship-qualities of a good salesman.

Meaning and Definition of Advertising - Advertising and Publicity - Objectives of Advertising – Functions - Advantages of Advertising - Advertisement copy - Qualities of a good copy - Elements of a Advertising copy - Objections against Advertisement copy - Media of Advertisement - Factors governing the selection of the Media-Advertising Agencies – Meaning and Definition - Benefits or Services of an Advertising Agency. a) Analyse the students to differentiate the different functions of marketing b) Ask the students how to develop the new product in market c) Identify the types of sales promotion activities which is suitable for various products d) Discuss with the students how to help the PLC in marketing areas. e) Divide the students into small groups and make them to argue regarding the functions of Middlemen-Group Discussion f) Organize a word by a Marketing Manager of a firm and write a report on the talk. Discuss about the media of advertisement which is hopeful for marketing products