Definition and Meaning 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 Organization 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 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.