by | Unit 1 [Book] | |
| Selling, Concept, and its Role in Marketing, Types of Selling: Direct Sales, Relationship Sales, Transactional Sales, Partnership Sales | VIEW |
| Professional Sales Methods | VIEW |
| Sales Customer Types | VIEW |
| Types of Selling Positions | VIEW |
| Types of Sales Persons, Characteristics of a Successful Salesperson, Sales as a Career option | VIEW |
| Personal Selling: Nature and Significance | VIEW |
| Role of Personal Selling in the Marketing Mix | VIEW |
| Distinction between Sales Promotion Advertising and Personal Selling | VIEW |
| Role of Personal Selling in CRM | VIEW |
| Unit 2 [Book] | |
| Selling Process: Prospecting, Pre-approach, Approach, Presentation and Demonstration, Handling objections, Closing the Sale, After Sale Service | VIEW |
| Sales Cycle | VIEW |
| Selling of Consumer Products | VIEW |
| Selling of Industrial Products | VIEW |
| Unit 3 Theories of Selling [Book] | |
| Right Set of Circumstances Theory | VIEW |
| AIDAS Theory | VIEW |
| Buying Formula Theory | VIEW |
| Behavioural Equation Theory | VIEW |
| Effective Selling Techniques | VIEW |
| Tools of Selling | VIEW |
| Consumer Psychology | VIEW |
| Consumer Buying Motives | VIEW |
| Unit 4 [Book] | |
| Sales Force Management | VIEW |
| Recruitment of Salespersons | VIEW |
| Selection of Salespersons | VIEW |
| Training of Salespersons | VIEW |
| Motivation of Salespersons | VIEW |
| Remuneration of Salespersons | VIEW |
| Evaluation of Sales Force | VIEW |
| Sales Monitoring and Control: Process and Methods | VIEW |
| Sales Reports | VIEW |
| Ethical Issues in Selling | VIEW |
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