/users\fac\MNT\mnt.nsf/pages/Selling

EFFECTIVE SELLING

Course Outline

OBJECTIVES

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 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 observing consumer behaviour keenly.

COURSE CONTENT

Selling

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

METHODOLOGY

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

SESSION PLAN

Session	Topic	Resource	Supplementary Resources
1	Introduction to Selling		Video
2	Motivations to Buying and the Art of Persuasion
3	What makes a good sales person?
4	Sales prospecting & Opening gambits
5	The Presentation		Humanize your Selling Strategy - Harvey B. Mackay
6	Selling to Individuals
7	Retail Selling & Industrial selling		Selling in a Recession - Ted Higgins
8	Closing a sale
9	Selling through Demonstrations
10	Territory Management & Control

Evaluation

Class Participation - 15%
Assignment - 20%
Quizzes - 1 ( 15% each)
End term - 50 %

List of Readings

Books
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

Readings
1) What makes a Good Salesman - David Meyer and Herbert M Greenberg
2) Selling in a Recession - Ted Higgins
3) Humanize your Selling Strategy - Harvey B. Mackay