This course contains an introduction, salespeople and their characteristics, communication and transactional analysis, knowledge of successful selling, prospecting, sales presentation and dramatization, overcoming objections, closing a Sale, and handling customer complaints

This course aims to provide knowledge to the students about effective techniques of selling and developing practical skills in a sales job.

Unit 1: Introduction (6 LHs) 
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 (6 LHs) 
Types of sales jobs; Duties and responsibilities of a sales representative; Essentialknowledge for successful selling; Qualifications for success in a sales job; Challenges in a sales job

Unit 3: Communication and Selling (6 LHs) 
Meaning and process of communications; Role of Communications in Selling; Two- way communications: listening and questioning; Verbal and non-verbalcommunications; Transactional analysis

Unit 4: Knowledge of Successful Selling (6 LHs) 
Reasons for knowledge in selling job: Salespersons’ knowledge about the companyand its capabilities; Knowledge about the company’s product; Knowledge aboutcompetitors’ products; Knowledge about company departments and personnel;Knowledge about pricing, discounts, and credit policies.

Unit 5: Prospecting   (6 LHs) 
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 (6 LHs) 
Planning the presentation; Types of sales presentation; Dramatizing sales  presentation; Power of dramatization; Effective use of selling aids.

Unit 7: Overcoming Objections (6 LHs) 
Concept and reasons for customer objections; Common objections; Time whencustomers object; Preparing to meet objections; Effective methods of handlingobjections.

Unit 8: Closing a Sale and Handling Customer Complaints (6 LHs) 
Importance of closing a sale; Difficulties in closing a sale; Timing and opportunitiesfor closing the sale; Methods of closing a sale effectively; Handling customer