Unit 1: Introduction to Salesmanship Topic Learning Objectives No of sessions Total hours Salesmanship: Overview Define salesmanship Modern Concept of Salesmanship Explain needs and importance Importance of Personal Salesmanship: past and present 1 1:30 Selling/Salesmanship Gain understanding of salesmanship Salesmanship in the MSI sector in MSI sector Unit: 2 Sales Process 2.1 The steps of sales transaction Learn the steps involved in selling 2 3 hrs Preparations process Prospecting Increase awareness about the Approaching challenges in each stage and develop Qualifying understanding to tackle them Presentation Handling objections Closing Follow-up Unit 3: Qualities of Successful Salesperson Physical qualities Physical qualities Mental qualities Mental qualities Social qualities Social qualities 1 1:30 qualities Moral qualities Vocational qualities Vocational qualities Unit 4: Behaviors of Consumers 4.1 Stages in Buying Process 1:30 4.2 Consumer Buying Behaviors 1 1 4.3 Factors Affecting Buying 4.3.1 Situational 4.3.2. Personal 4.3.3Psychological 4.3.4 Social
Unit 1: Introduction to Salesmanship Topic Learning Objectives No of sessions Total hours Salesmanship: Overview Modern Concept of Salesmanship Importance of Personal Selling/Salesmanship Salesmanship in the MSI sector Define salesmanship Explain needs and importance Salesmanship: past and present Gain understanding of salesmanship in MSI sector 1 1:30 Unit: 2 Sales Process 2.1 The steps of sales transaction Preparations Prospecting Approaching Qualifying Presentation Handling objections Closing Follow-up Learn the steps involved in selling process Increase awareness about the challenges in each stage and develop understanding to tackle them 2 3 hrs Unit 3: Qualities of Successful Salesperson Physical qualities Mental qualities Social qualities qualities Vocational qualities Physical qualities Mental qualities Social qualities Moral qualities Vocational qualities 1 1:30 Unit 4: Behaviors of Consumers 4.1 Stages in Buying Process 4.2 Consumer Buying Behaviors 4.3 Factors Affecting Buying 4.3.1 Situational 4.3.2. Personal 4.3.3Psychological 4.3.4 Social 1 1 1:30