SKILL ENHANCEMENT COURSE (SEC)
PERSONAL SELLING AND SALESMANSHIP
Credits: 4 (Theory: 2; Practical:2)
Objective:
The purpose of this course is:
- to familiarize the students with the fundamentals of personal selling and the selling process;
- to understand selling as a career option and how to be a successful salesman.
Part-I: Theory: 30 Marks
Unit-1
- Introduction to Personal Selling:
- Nature and importance of personal selling
- Myths of selling
- Difference Between Personal Selling, Salesmanship and Sales Management
- Characteristics of a good salesman
- Types of selling situations
- Types of salespersons
- Career opportunities in selling
- Measures for making selling an attractive career
- Buying Motives:
- Concept of motivation
- Maslow's theory of need hierarchy
- Dynamic nature of motivation
- Buying motives and their uses in personal selling
- Selling Process
- Prospecting and qualifying
- Pre-approach; Approach
- Presentation and demonstration
- Handling of objections
- Closing the sale
- Post sales activities.
Part-II: Practical/Tutorials: 30 Marks
Unit-III & Unit-IV
- Preparation of:
- Sales Report & Documents
- Sales Manual
- Order Book/Sales Book
- After sale services report
- Demonstration of product
- Handling of customer complaints and closing of sale.
Suggested Readings:
- Spiro, Stanton, and Rich, Management of the Sales force, McGraw Hill.
- Rusell, F. A. Beach and Richard H. Buskirk, Selling: Principles and Practices, McGraw Hill
- Futrell, Charles, Sales Management: Behaviour, Practices and Cases. The Dryden Press.
- Still, Richard R., Edward W. Cundiff and Norman A. P. Govoni, Sales Management: Decision Strategies and Cases, Prentice Hall of India Ltd., New Delhi,
- Johnson, Kurtz and Schueing, Sales Management, McGraw Hill
- Kapoor Neeru, Advertising and personal Selling, Pinnacle, New Delhi.
Syllabus for UG (NEP) Batch 2024 First Semester
Source: https://egov.uok.edu.in/eservices/syllabus/syllabusArchive/9099.PDF
.png)