Selling and Negotiation

Selling and Negotiation
PGDM PT

Prof M. N. Tripathi
Room No. 222, Telephone 6647822
E-mail : mnt@ximb.ac.in

Course Outline

INTRODUCTION

This is an elective course for all marketing students who may be interested in a selling career. It demystifies the selling profession and enables participants to learn fundamentals in selling and negotiation principles which would last them a lifetime. Most marketing careers do start with a stint in selling, and therefore, selling is inescapable if one wants to focus on a marketing career. In fact one cannot do justice to the marketing assignment if one does not have a solid foundation of personal selling and negotiation. This course is also useful to managers from other functions in being able to get their ideas, views, opinions through in a congregation, forum and meetings. It is likely to be of use in all walks of life.

LEARNING OBJECTIVES

Particpants after attending this course should be able to
a) understand and appreciate the skills and competencies required to an effective sales person
b) use the tools required to be an effective sales person
c) close sales effectively and manage their respective territories
d) understand and appreciate what it takes to be agood negotiator
e) manage conflict in the negotiation process
f) understand the advantages and limitations of various negotiation strategies

COURSE CONTENT

Selling

Fundamentals of Selling
What makes a good Sales Person?
Prospecting
Gambits
Presentation
Closing of sales
Handling Objections
Territory management

Negotiation

What is negotiation?
Characteristics of a good negotiator
The process of negotiation
Conflict resolution
Negotiating Strategies and tactics
Negotiation with individuals
Negotiation with Groups
Negotiation styles
Roles played by negotiating teams

METHODOLOGY

The pedagogy to be used would be a mix of roleplays, presentations, case-studies, exercises and lecture sessions

SESSION PLAN

Session	Topic	Resource
Selling
1	Introduction to Selling, Motivations to Buying
2	The art of Persuasion, What makes a good salesperson?		What makes a good salesman? - David Meyer & herebery M Greenberg
3	Sales prospecting & Opening gambits
4	The Presentation, Selling to individuals
5	Retail and Industrial Selling		Selling in a Recession - Ted Higgins
6	Selling through Demonstrations, Closing a Sale
7	Territory Management and Control		Humanize your Selling Strategy - Harvey B. Mackay
Negotiation
1	What is Negotiation?	Self Inventory	The only four page guide to Negotiating you'll ever need - HBR
2	What makes a good negotiator?	Exercise	Six habits of Merely Effective Negotiators - James R Sebenius
3	The Social Context of Negotiation, The Process of Negotiation, Negotiating Phrases, Focus of negotiators	'X' and 'Y' game	Negotiating with a customer you can't afford to lose - Thomas C Keiser
4	Conflict Resolution & Management	The 'Blind Partnership' Game
5	Negotiation Strategies	The 'Prisoners Dilemma'	Step into my parlour : a survey of strategies and techniques for effective negotiation
6	Negotiating with Individuals	'Redecorating the Office' 'Driving a bargain	Role Plays
7	Negotiating with Groups	'The Report' 'The Office Move'	Role Plays
8	Negotiating Styles,	Negotiation Style Inventory

Evaluation

Class Participation - 15%
Assignment - 15%
Quizzes - 2 ( 15% each)
End term - 40 %

ACADEMIC INTEGRITY

All participants are expected to attend classes regularly and punctually. All unauthorised absence is going to attract penalties as per the MoP.

Quizzes may or may not be announced. Therefore participants would be expected to answer quizzes any time.

All participants are expected to go through the readings as mentioned in the sessions plan before every class. Class participation marks would be awarded as per the quality of participation.

Assignments are expected to be original work. Plagiarism or any form of malpractice would attract severe penalties

List of Readings
Books
Selling

1) Fundamentals of Selling - Charles Futrell 3rd edition
2) Selling, Principles and Practices - Russell, Beach and Buskirk, 12th edition
3) Ziglar on Selling - The Ultimate Handbook for the complete sales professional - Zig Ziglar
4) Secrets of top Performing sales professional - Del Gaizo, Lunsford, Marone

Negotiation

1) Negotiation - Lewicki, Saunders, Minton, 3rd edition
2) Everyday Negotiation - Kolb and Williams
3) Negotiating Skills for Managers - Steven Cohen
4) Win-Win Negotiating - Turning Conflict into Agreement - Fred E Jandt
5) Bargaining Games - A New Approach to Strategic Thinking in Negotiating - J K Murnighan

Readings

Selling

1) What Makes a Good Salesman - David Mayer & Herbert M. Greenberg
2) Humanize your Selling Strategy - Harvey Y. Mackay
3) Selling in a Recession - Ted Higgins

Negotiation

1) The Only Four Page Guide to Negotiating You'll Ever Need - HBR article
2) Six Habits of Merely Effective Negotiators - James K Sebenius, HBR article
3) Negotiating with a customer you can't afford to lose - Thomas C. Keiser
4) Negotiating Games - Negotiating techniques - Tom Nelson