Marketing and Salesmanship

Syllabus 

Marketing and Salesmanship- Fundamental of Marketing-II

Course Code -126 (C)

Unit-1: Salesmanship

Meaning and Definition of Salesmanship, Features of Salesmanship,

Scope of Salesmanship, Modern Concept of Salesmanship, Utility of Salesmanship, Elements of Salesmanship, Salesmanship: Arts or Science, Salesmanship – A Profession, Qualities of Salesman.

Unit-2: Process of Selling

Psychology of Salesmanship – Attracting Attention, Awakening Interest, Creating Desire and Action, Stages in Process of Selling-, Pre-sale Preparations, Prospecting, Pre-approach, Approach, Sales Presentation Handling of Objections, Close, After Sales Follow-up.

Unit-3: Rural Marketing

Rural Marketing, Introduction, Definition of Rural Marketing, Features of Rural Marketing, Importance of Rural Marketing, Present Scenario of Rural Market, Challenges and Opportunities in Rural Marketing.

Unit-4: Recent Trends in Marketing

Digital Marketing, Green Marketing, Niche Marketing, E-marketing,  Social Media Marketing – Challenges and Opportunities.