Subject Code: MKM 203
Course Title: Fundamentals of Selling
Course No: MKM 203
Nature of Course: Theory & Practical
Full Marks: 100
Pass Marks: 50
Credit Hours: 3
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
Pedarson, Carton A., Wright, M.D., and Wright, B.A. Selling: Principles and Methods,
India, Richard D. Irwin.
Charles M Futrell, Fundamentals of Selling, New Delhi, Tata McGraw-Hill Education
Private Limited.
Ramendra Singh., Sales and Distribution Management, New Delhi, Vikas Publishing
House Private Limited.
