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Fundamentals of Selling
Fundamentals of Selling: syllabus and study notes
11
units
27
topics
Unit 1
Introduction
Selling foundations and roles
Sales duties, jobs and qualifications
Unit 2
Understanding Sales Process
Preparation and prospecting
Approach and presentation
Objections, closing and follow-up
Unit 3
Communication and Transactional Analysis in sales Job
Communication foundations and forms
Transactional analysis
Communication in selling and effectiveness
Unit 4
Buyer Behavior and buying Process
Buyers and individual decisions
Organizational buying and customer knowledge
Unit 5
Building future sales and customer Relations
Goodwill and relationships
After-sales service and promises
Customer complaint handling
Unit 6
Managing Sales force in the organization
Sales force tasks and design
Recruitment, selection and challenges
Unit 7
Arrangement of Sales Territories
Territory rationale
Territory management and account planning
Unit 8
Arrangement of Sales Quotas
Quota foundations and types
Quota methods and problems
Unit 9
International Sales
Foreign opportunities and buyers
Difficulties and international sales tools
Unit 10
Supervising, evaluating, and controlling Sales and Sales Personnel
Supervision and control foundations
Sales expenses and marketing costs
Credit, market share, budgets and ratios
MBO and personnel control
Unit 11
Project Work
Project requirement
Assignment and preparation