To familiarize the students with the concept and practice of personal selling process, techniques and methods in the modern organizational setting.
At the end of the course, students should be able to:
Unit I (2 Weeks)
Personal Selling:
An overview of personal selling; functions of a sales person, characteristics of a sales person, Sales as a career. Importance and role of Personal Selling, Building trust and Sales Ethics.
References:
Charles Futrell : Fundamentals of Selling, McGraw Hill (13th Edition), Chapter 1, 2, 3
Still, Cundiff & Govani: Sales Management, Prentice Hall of India (2nd Revised Edition), Chapter 1, 2
Unit II (2 Weeks)
Theories of Selling:
Personal Selling situations; Theories: AIDAS, Right set of circumstances theory, buying formula theory, Behavioural Equation Theory
References:
Still, Cundiff & Govani: Sales Management, Prentice Hall of India (2nd Revised Edition), Chapter 2
Unit III (5 Weeks)
Selling Process:
Prospecting: Need and Methods; Pre approach: Sales Knowledge; Sales presentation: methods, elements, the approach; Handling Objections: categories and techniques; Closing the sale: techniques; Post sale follow up, Communication for Relationship Building.
References:
Charles Futrell : Fundamentals of Selling, McGraw Hill (13th Edition), Chapter 6, 7, 8, 9, 10, 11, 12, 13, 14
Unit IV (3 Weeks)
Sales territory:
Sales territory concept, reasons for establishing sales territories, procedure for setting up sales territories.
References:
Charles Futrell : Fundamentals of Selling, McGraw Hill (13th Edition), Chapter 5
Still, Cundiff & Govani: Sales Management, Prentice Hall of India (2nd Revised Edition), Chapter 21, 22
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