Introduction:
The Skill Enhancement Course (SEC) in Personal Selling and Salesmanship is a specialized course designed to enhance the skills and knowledge required for effective sales techniques. With a practical and theoretical approach, this course provides students with the necessary tools to succeed in the competitive world of sales. Offering a deep dive into personal selling processes, it prepares students for a rewarding career by developing their ability to communicate effectively, persuade customers, and close sales successfully. The course is structured into two components—Theory and Practical—ensuring that students gain a balanced understanding of both the concepts and real-world applications.
Course Description:
The SEC in Personal Selling and Salesmanship consists of 4 credits, with 2 credits dedicated to theory and 2 credits to practical work. The course content is designed to cover the basics of personal selling, the selling process, and career opportunities in sales, along with providing hands-on experience in creating sales reports, handling customer complaints, and closing sales. It prepares students for professional roles in sales by equipping them with the skills needed to navigate various selling situations and meet customer needs.
Unit-wise Description:
Part-I: Theory (30 Marks)
Unit 1: Introduction to Personal Selling
- Nature and Importance of Personal Selling: Understand the role of personal selling in business and its significance in customer relationships.
- Myths of Selling: Dispel common myths that hinder effective sales techniques.
- Difference Between Personal Selling, Salesmanship, and Sales Management: Clarify the distinctions between these key concepts in the sales field.
- Characteristics of a Good Salesman: Learn the qualities and traits that make a successful salesperson.
- Types of Selling Situations: Explore various selling contexts and how they influence sales strategies.
- Types of Salespersons: Understand the different roles within the sales profession.
- Career Opportunities in Selling: Discover diverse career paths available in the field of personal selling.
- Measures for Making Selling an Attractive Career: Examine ways to improve the reputation and effectiveness of sales careers.
Unit 2: Buying Motives
- Concept of Motivation: Study the psychology behind customer buying behavior.
- Maslow’s Theory of Need Hierarchy: Apply Maslow’s theory to understand customers' needs and motivations.
- Dynamic Nature of Motivation: Learn how motivation changes and evolves in different buying situations.
- Buying Motives and Their Uses in Personal Selling: Understand how to leverage buying motives to influence customer decisions.
Selling Process
- Prospecting and Qualifying: Learn how to identify potential customers and assess their suitability.
- Pre-approach and Approach: Develop strategies for approaching potential clients effectively.
- Presentation and Demonstration: Gain skills to present products or services compellingly.
- Handling Objections: Understand how to respond to customer concerns and objections.
- Closing the Sale: Master the techniques for finalizing a sale successfully.
- Post-Sales Activities: Learn the importance of follow-up and after-sales service to maintain customer satisfaction and loyalty.
Part-II: Practical/Tutorials (30 Marks)
- Unit 3 & Unit 4: Practical Applications
- Preparation of Sales Report and Documents: Learn to create essential sales documents such as reports, order books, and sales manuals.
- Sales Manual Creation: Develop a detailed guide for product sales and customer interactions.
- Order Book/Sales Book Preparation: Understand the process of tracking and documenting sales orders.
- After-Sale Services Report: Learn to evaluate and manage after-sales service to ensure customer satisfaction.
- Product Demonstration: Gain practical experience in presenting products and demonstrating their value to customers.
- Handling Customer Complaints and Closing Sales: Develop the skills necessary to address customer concerns and close sales professionally.
Learning Outcomes:
By the end of this course, students will be able to:
- Understand the role and significance of personal selling in business success.
- Differentiate between personal selling, salesmanship, and sales management.
- Develop essential skills required for effective communication, persuasion, and customer relationship building.
- Recognize and apply various types of sales situations and customer buying motives to their sales strategy.
- Execute the complete selling process, from prospecting and qualification to closing and post-sale services.
- Prepare key sales documents, including sales reports, order books, and sales manuals.
- Demonstrate products effectively and handle customer complaints with professionalism.
- Pursue a successful career in personal selling with a strong foundation in salesmanship techniques and strategies.
Conclusion:
This Skill Enhancement Course in Personal Selling and Salesmanship is designed for those seeking to enter the dynamic and rewarding world of sales. Through a blend of theory and practical work, students gain a comprehensive understanding of the selling process, along with valuable skills for building relationships, influencing customer decisions, and achieving sales targets. Whether you're aiming to pursue a career in sales or looking to enhance your existing skills, this course provides the knowledge and tools you need to succeed.