Preparation and prospecting

Unit 2: Understanding Sales ProcessTopic 1 of 3

Browse the Fundamentals of Selling syllabus

Fundamentals of Selling

11 units

1 Introduction
- Selling foundations and roles
- Sales duties, jobs and qualifications
2 Understanding Sales Process
3 Communication and Transactional Analysis in sales Job
4 Buyer Behavior and buying Process
- Buyers and individual decisions
- Organizational buying and customer knowledge
5 Building future sales and customer Relations
6 Managing Sales force in the organization
- Sales force tasks and design
- Recruitment, selection and challenges
7 Arrangement of Sales Territories
- Territory rationale
- Territory management and account planning
8 Arrangement of Sales Quotas
- Quota foundations and types
- Quota methods and problems
9 International Sales
- Foreign opportunities and buyers
- Difficulties and international sales tools
10 Supervising, evaluating, and controlling Sales and Sales Personnel
11 Project Work
- Project requirement
- Assignment and preparation

On this page

What the syllabus expects

Pre-sale preparations
Prospecting and qualifying potential customers
Pre-and qualifying potential customers
Pre-approach planning

Preparation and prospecting

Bachelor of Business Studies (BBS) — Fourth Year

Subject: Fundamentals of Selling (MKT 250)

Unit 2: Understanding Sales Process

Academic Year: 2083/84

Topic Objectives

After studying this topic, students should be able to:

Explain the scope and key elements of preparation and prospecting.
Apply the relevant marketing concepts to a defined customer group, market or business decision.

Curriculum Scope

Pre-sale preparations
Prospecting and qualifying potential customers
Pre-and qualifying potential customers
Pre-approach planning

Detailed Microsyllabus

Preparation
1. Pre-sale information and objectives.
2. Prospecting for potential customers.
3. Qualification using relevant criteria.
Pre-approach
1. Plan contact and presentation.
2. Retain the source's repeated qualification wording without adding a separate stage.
3. Match preparation to the prospect's needs.

Curriculum reference: Tribhuvan University, Faculty of Management, revised four-year BBS curriculum, PDF pages 97–99.

Source note: The curriculum scope above is retained from the existing TU syllabus breakdown. The numbered study subtopics are editorial elaborations for teaching and study, rather than a separately issued TU syllabus. Unit or component allocations apply at their stated level; no separate topic hours or marks are assigned here. Examples involving current laws, rates, institutional products or Nepalese status must identify the relevant period and official materials; no changing numerical or legal requirements are invented here.