Fundamentals of Selling
bbasemester 7
Unit 1:Introduction
Concept and nature of selling; Process of selling, Marketing concept and selling; Roleof selling; Opportunities in selling; Theories of selling.
Unit 2:Salespeople and Their Characteristics
Types of sales jobs; Duties and responsibilities of a sales representative; Essential knowledge for successful selling; Qualifications for success in a sales job; Challenges in a sales job
Unit 3:Communication and Selling
Meaning and process of communications; Role of Communications in Selling; Two- way communications: listening and questioning; Verbal and non-verbal
communications; Transactional analysis
Unit 4:Knowledge of Successful Selling
Reasons for knowledge in selling job: Salespersons’ knowledge about the companyand its capabilities; Knowledge about the company’s product; Knowledge about
competitors’ products; Knowledge about company departments and personnel;Knowledge about pricing, discounts, and credit policies.
Unit 5:Prospecting
Meaning of prospecting; Importance of prospects; Characteristics of a good prospect;Prospecting methods; Process for evaluating and qualifying prospects.
Unit 6:Sales Presentation and Dramatization
Planning the presentation; Types of sales presentation; Dramatizing salespresentation; Power of dramatization; Effective use of selling aids.
Unit 7:Overcoming Objections
Concept and reasons for customer objections; Common objections; Time whencustomers object; Preparing to meet objections; Effective methods of handling
objections.
Unit 8:Closing a Sale and Handling Customer Complaints
Importance of closing a sale; Difficulties in closing a sale; Timing and opportunitiesfor closing the sale; Methods of closing a sale effectively; Handling customer
complaints