Objections, closing and follow-up

Unit 2: Understanding Sales ProcessTopic 3 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

Handling customers objections
Closing the sales
Follow-up action

Objections, closing and follow-up

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 objections, closing and follow-up.
Apply the relevant marketing concepts to a defined customer group, market or business decision.

Curriculum Scope

Handling customers objections
Closing the sales
Follow-up action

Detailed Microsyllabus

Objections
1. Listen and clarify the concern.
2. Respond with accurate relevant information.
3. Distinguish genuine issues from assumptions.
Closing and follow-up
1. Confirm agreement and next steps.
2. Document commitments.
3. Provide appropriate post-sale support.

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.