Selling & Negotiations Skills Lab

Syllabus

GE 11: Selling & Negotiations Skills Lab

Unit I

Basics of Selling: Importance of Selling. Role in the Context of Organization – Survival and Growth. Types of Selling - Different in Selling Situations, New Business Versus Service Selling, Newton’s Classification of Sales Types, McMurry & Arnold’s Classification of Selling Types, Consumer Indirect Selling, Industrial Selling, Missionary, Sales Team/Group Selling Merchandising, Telesales, Franchise Selling, International Selling.                                           (5)

Unit II

Pre-Selling Work: Attributes of a Good Salesperson - Personality & Physical Characteristics, Enthusiasm, Confidence, Intelligence, Self-worth, Knowledge- Product, Competition, Organization, Market, Customer, Territory; People Buy From People, Communication Skills, Persuasive Skills, Personal Diary, Time Management, Managing Sales Documents and Collaterals Management. Fear Factor in Sales. Maximising Productivity in a Sales Role, Meetings and Your Time, The Telephone - Social Media & Online Data Bases as a Sales Tools, Developing Your Script, Mailers, Pre-Call Planning, Generating Appointments.                         (7)

Unit III

Selling in Action: Identifying Key Individuals – Prospecting, Influencers and Decision Makers, Talking to the Right Individuals, Making that Good First Impression, How to Win Friends and Influence People, Dale Carnegies Six Principles of Relationship, What’s in it For Me? Honesty and Integrity.       (5)

Unit IV

Objection handling: Analyzing the Reasons for Objections, Seeing What We Can Do, Listen - Probe - Advise (L-P-A), Objection Handling, Uncovering Objections, Seven Types of Objections, Turning Objections into Selling Opportunities. Selling Techniques: Cross Selling, Up Selling, Value Added (Suggestive) Selling, Advancing Opportunity, Exceeding Customer Expectations, Giving Recognition.                                                                (6)

Unit V

Sales Conversation, Negotiation & Closure: Starting a Quality Prospecting Conversation, Listeners Control Conversations, Trial Closing, Creating an Opportunity: Situation vs Problem Questions, Difficulty Questions, Negative and Positive Answer Questions, Directive Questions, Rhetorical Questions. Problems with Positional Bargaining, Opening Up the Negotiation, Approaches to Better Negotiation, You Have Alternatives, Reverse Psychology in Negotiation. Sales Proposals: How to Construct a Sales Proposal, Important Factors to Consider, Putting it All Together.                                                    (7)