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Fundamentals of Selling syllabus

MKM 2038 units · 37 topicsAcademic year 2083/84
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Fundamentals of Selling

8 units

1. Introduction (6 LHs)

  1. Concept and nature of selling
    1. Concept and nature of selling
  2. Process of selling, Marketing concept and selling
    1. Process of selling, Marketing concept and selling
    2. Role of selling
  3. Opportunities in selling
    1. Opportunities in selling
  4. Theories of selling
    1. Theories of selling.

2. Salespeople and Their Characteristics (6 LHs)

  1. Types of sales jobs
    1. Types of sales jobs
  2. Duties and responsibilities of a sales representative
    1. Duties and responsibilities of a sales representative
  3. Essential knowledge for successful selling
    1. Essential knowledge for successful selling
  4. Qualifications for success in a sales job
    1. Qualifications for success in a sales job
  5. Challenges in a sales job
    1. Challenges in a sales job

3. Communication and Selling (6 LHs)

  1. Meaning and process of communications
    1. Meaning and process of communications
  2. Role of Communications in Selling
    1. Role of Communications in Selling
  3. Two- way communications
    1. Two- way communications: listening and questioning
  4. Verbal and non-verbal communications
    1. Verbal and non-verbal communications
  5. Transactional analysis
    1. Transactional analysis

4. Knowledge of Successful Selling (6 LHs)

  1. Reasons for knowledge in selling job
    1. Reasons for knowledge in selling job: Salespersons’ knowledge about the company and its capabilities
  2. Knowledge about the company’s product
    1. Knowledge about the company’s product
  3. Knowledge about competitors’ products
    1. Knowledge about competitors’ products
  4. Knowledge about company departments and personnel
    1. Knowledge about company departments and personnel
  5. Knowledge about pricing, discounts, and credit policies
    1. Knowledge about pricing, discounts, and credit policies.

5. Prospecting (6 LHs)

  1. Meaning of prospecting
    1. Meaning of prospecting
  2. Importance of prospects
    1. Importance of prospects
  3. Characteristics of a good prospect
    1. Characteristics of a good prospect
    2. Prospecting methods
  4. Process for evaluating and qualifying prospects
    1. Process for evaluating and qualifying prospects.

6. Sales Presentation and Dramatization (6 LHs)

  1. Planning the presentation
    1. Planning the presentation
  2. Types of sales presentation
    1. Types of sales presentation
  3. Dramatizing sales presentation
    1. Dramatizing sales presentation
  4. Power of dramatization
    1. Power of dramatization
  5. Effective use of selling aids
    1. Effective use of selling aids.

7. Overcoming Objections (6 LHs)

  1. Concept and reasons for customer objections
    1. Concept and reasons for customer objections
    2. Common objections
  2. Time when customers object
    1. Time when customers object
  3. Preparing to meet objections
    1. Preparing to meet objections
  4. Effective methods of handling objections
    1. Effective methods of handling objections.

8. Closing a Sale and Handling Customer Complaints (6 LHs)

  1. Importance of closing a sale
    1. Importance of closing a sale
  2. Difficulties in closing a sale
    1. Difficulties in closing a sale
  3. Timing and opportunities for closing the sale
    1. Timing and opportunities for closing the sale
  4. Methods of closing a sale effectively
    1. Methods of closing a sale effectively
  5. Handling customer complaints
    1. Handling customer complaints.