AHSEC Class 12 Sales Management and Advertising Syllabus 2025–26: Complete Details

The AHSEC Class 12 Sales Management and Advertising Syllabus 2025–26 is designed for Higher Secondary students to develop knowledge of sales organization, recruitment and training of salespersons, remuneration, sales territories, advertising preparation, advertising agencies, advertising appeals, and market research.

The syllabus includes 80 marks of theory and 20 marks of project work, with Sales Management and Advertising carrying 40 marks each in the theory examination.

AHSEC Class 12 Sales Management and Advertising Syllabus 2025–26 Overview 

Particulars	Details
Class	XII
Subject	Sales Management and Advertising
Theory Marks	80
Project Marks	20
Total Marks	100
Time Duration	3 Hours
Sales Management	40 Marks
Advertising	40 Marks
Project Work	20 Marks
Official Notification	Click Here

AHSEC Class 12 Sales Management and Advertising Unit-wise Syllabus

Unit	Topic	Periods
Group A: Sales Management
Unit 1	Sales Organization	20
Unit 2	Recruitment, Selection and Training of Salesperson	20
Unit 3	Remuneration of Salesperson	20
Unit 4	Sales Territories and Quotas	20
Group B: Advertising
Unit 1	Preparation of Advertising	20
Unit 2	Advertising Agency & Ethics	20
Unit 3	Appeal in Advertising	20
Unit 4	Market Research	20
Group – C
—	Project Work	20
	Theory + Project	180

Chapter-wise Details Group A: Sales Management

Unit 1: Sales Organization

• Meaning of Sales Organization
• Functions of Sales Organization
• Importance of Sales Organization in the Modern Commercial World
• Qualification of Sales Manager
• Duties and Responsibilities of Sales Manager

Unit 2: Recruitment, Selection and Training of Salesperson

• Meaning of Recruitment
• Sources of Recruitment
• Merits and Demerits of Sources of Recruitment
• Meaning of Selection
• Selection Procedure of Salesperson
• Recruitment vs Selection
• Meaning of Training
• Needs of Training
• Methods of Training of Salesperson

Unit 3: Remuneration of Salesperson

• Requirements of a Sound Remuneration Plan
• Factors Affecting Remuneration Plan
• Methods of Remunerating Salesperson
• Merits and Demerits of Different Methods

Unit 4: Sales Territories and Quotas

• Meaning of Sales Territories
• Objectives of Sales Territory Allocation
• Importance of Sales Territory Allocation
• Factors Affecting the Size of Sales Territories
• Meaning of Sales Quota
• Factors Affecting Setting of Sales Quota
• Methods of Sales Quota
• Requisites of Successful Sales Quota
• Meaning of Sales Report
• Objectives and Utility of Sales Report

Group B: Advertising

Unit 1: Basics of Advertisement Preparation

• Buying Motive
• Classification of Buying Motives
• AIDA Model of Advertising
• Meaning of Advertising Copy
• Types of Advertising Copy
• Essential Elements of a Good Copy
• Features of a Good Copy
• Meaning of Layout of Advertising Copy
• Principles of Layout
• Stages in Preparing Layout
• Meaning and Types of Advertising Theme

Unit 2: Advertising Agency and Ethics

• Meaning of Advertising Agency
• Functions of Advertising Agency
• Departments of an Advertising Agency
• Factors Affecting Selection of an Advertising Agency
• Ethics in Advertising
• Regulatory Framework of Advertising
• ASCI
• CCPA

Unit 3: Appeal in Advertising

• Meaning of Advertising Appeal
• Objectives of Advertising Appeal
• Essentials of Advertising Appeal
• Types of Ad Appeal
• Relationship between Buying Motive and Advertising Appeal
• Taglines
• Punchlines
• Jingles

Unit 4: Market Research

• Meaning of Media Planning
• Steps of Media Planning
• Factors Influencing Media Planning
• Meaning of Media Mix
• Media Scheduling
• Media Testing
• Meaning of Advertising Budget
• Importance of Advertising Budget
• Steps of Advertising Budget
• Meaning of Market Research
• Importance of Market Research
• Market Research Process
• Techniques of Market Research

Suggested Project Topics

• Social Media Influences
• Consumer Buying Behaviour – Online & Offline
• E-Advertising and Print Media Advertisement
• Consumers’ Buying Motives
• Human Resource Management and Aspects of Salesperson
• Creation of Advertisement Copy
• Consumer Perspectives Towards Advertising
• Advertising Ethics
• Study on Techniques of Market Research
• Study on Advertising Agency

The syllabus also states that the project report should contain adequate photographs.

Important Topics for AHSEC Class 12 Sales Management and Advertising Preparation

Students should focus on:

• Sales Organization
• Sales Manager – Qualification, Duties and Responsibilities
• Recruitment and Selection of Salespersons
• Training of Salespersons
• Remuneration of Salespersons
• Sales Territories and Quotas
• Sales Reports
• Buying Motives
• AIDA Model of Advertising
• Advertising Copy and Layout
• Advertising Themes
• Advertising Agency
• Ethics in Advertising
• ASCI and CCPA
• Advertising Appeals
• Taglines, Punchlines and Jingles
• Media Planning
• Advertising Budget
• Market Research

Study Tips for AHSEC Class 12 Sales Management and Advertising

Conclusion

The AHSEC Class 12 Sales Management and Advertising Syllabus 2025–26 covers important concepts of sales management and advertising along with project work. Students should prepare all eight theory units carefully, understand the important concepts, and complete the project work properly for effective examination preparation.

FAQs

1. What is the total marks for AHSEC Class 12 Sales Management and Advertising syllabus?

Ans: The subject carries 100 marks, including 80 marks for theory and 20 marks for Project Work.

2. How many marks are allotted to Sales Management?

Ans: Sales Management carries 40 marks in the theory section.

3. How many marks are allotted to Advertising?

Ans: Advertising carries 40 marks in the theory section.

4. How many marks does Project Work carry?

Ans: Project Work carries 20 marks, including 12 marks for project preparation and 8 marks for Viva Voce.

5. Which topics are included in Market Research?

Ans: Market Research includes its meaning, importance, process and techniques, along with media planning, media mix, media scheduling, media testing and advertising budget.