MOOCs by
Noida International University

Course- Sales Management and Personal Selling (Module 1) – MBA III Semester

Course Description:

Sales management and personal selling both are important for the success of any organization, especially in highly competitive markets. By assisting customers in resolving their issues and difficulties and adding value for both the client and the seller, effective personal selling techniques direct sales professionals towards alignment with buyers.

The goal of this course is to increase students’ understanding of personal selling and sales management as processes for establishing, growing, and upholding fruitful long-term relationships with clients. The course will increase students’ understanding of how to generate, communicate, and deliver value to customers through selling activities.

Learning Objectives:

The students will be able to identify the scope and significance of personal selling. The course gives the students the opportunities to understand different aspects of selling and implement them in order to develop marketing strategies for businesses. The course will also give students the insights of the various steps involved in the personal selling process.

  • To explain the understanding of sales & distribution processes in Organizations
  • To get familiarized with concepts, approaches and the practical aspects of the key decision-making variables in sales management and distribution channel management
  • To explain Market analysis methods and selling concepts.
  • To discuss Performance evaluation methods, ethics and trends in sales and distribution management.

Requirements:

Basic knowledge of marketing.

Who this course is for :

This course is for anyone interested in pursuing career in the field of Sales and Distribution. The organizations may use the learnings from the module to train its employees in sales and distribution domain.

Course Content:

Topic 1

Introduction to sales management-The concept of Sales organization and sales management , fundamentals of personal selling- what is selling and what will be considered as personal selling. , Buyer-Seller Dyad- Buyer – seller interaction and selling functions- what are the functions which will be considered as selling functions..

Topic 2

Specific Traits needed for personal selling , Personal selling Objectives – Profit maximization, volume maximization or continuous growth, Personal selling process – Various steps involved in selling process which started from prospecting to feedback.

Topic 3

Prospecting – identification of prospects , Sales approaching- reaching out to prospects , Sales presentation and Demonstration – showing off the product or service, Handling objections- handling the doubts of prospects, sales closing- finalizing the sale of product and follow up- taking the feedback from the customer.

Assignments:

Assignment 1.

  • Discuss the significance of Personal selling as a tool to increase the sales volume. Support your argument with suitable examples.
  • What is Buyer Seller Dyad? Explain the concept with appropriate example.

Assignment 2.

  • Discuss the important traits needed for personal selling ? Describe how using personal selling is different for product and services.

Assignment 3.

  • “Selling is the process which starts from identification of potential customer and ends with taking up the feedback from the customer”. Explain the above statement with the description of all steps involved in selling process.
  • State the reason for ending the selling process with taking up the follow up. What is the use of this stage in selling process.

Course- Sales Management and Personal Selling (Module –III- Sales Meetings) – MBA III Semester

Course Description:

Sales management and personal selling both are important for the success of any organization, especially in highly competitive markets. By assisting customers in resolving their issues and difficulties and adding value for both the client and the seller, effective personal selling techniques direct sales professionals towards alignment with buyers.

The goal of this course is to increase students’ understanding of personal selling and sales management as processes for establishing, growing, and upholding fruitful long-term relationships with clients. The course will increase students’ understanding of how to generate, communicate, and deliver value to customers through selling activities.

Learning Objectives:

The students will be able to understand the importance of sales meeting. The course gives the students the opportunities to know different types of meetings and will get to know about the stages involved in planning of sales meeting.

  • To understand the importance of meetings
  • To know the usage of different types of meetings
  • To understand the need of meetings
  • To Explain the understanding of planning a meeting

Requirements:

Basic knowledge of marketing and sales management .

Who this course is for:

This course is for anyone interested in pursuing career in the field of Sales. The organizations may use the module to train its employees in conducting sales meetings .

Course Content:

Topic 1

Introduction to sales management – Making understand the sales management , objective of sales meetings – to launch a new product or to introduce the employees with new strategy or to promote or to clear doubts, to take the follow up , Planning sales management

Topic 2

Types of sales meetings: National sales meeting – requirement of conducting national sale meetings, when to plan this meeting , Regional sales meeting – – requirement of conducting Regional sale meetings, when to plan this meeting, local meeting, Remote meeting- – requirement of conducting local or remote sale meetings, when to plan this meeting.

Assignments:

Assignment 1.

  • Discuss the significance of conducting meeting on timely basis.
  • Explain the objectives of sales meetings with appropriate justifications.

Assignment 2.

  • Discuss the different types of sales meetings, which can be used as tool of MIS.

Assignment 3.

  • Explain the National meeting with the objective and its significance.
  • Describe the required sales meeting in the given scenarios:
    1. When company is launching a new product
    2. When there are many complains from few distributors in a territory
    3. When company is launching a new ad campaign in three states.

Assignment 4

  • Explain the steps involved in planning a sales meeting. Create a blueprint of conducting a sales meeting for motivating the sales team on regional basis.

Course- Sales Management and Personal Selling (Module III) – MBA III Semester

Course Description:

Sales management and personal selling both are important for the success of any organization, especially in highly competitive markets. By assisting customers in resolving their issues and difficulties and adding value for both the client and the seller, effective personal selling techniques direct sales professionals towards alignment with buyers.

The goal of this course is to increase students’ understanding of personal selling and sales management as processes for establishing, growing, and upholding fruitful long-term relationships with clients. The course will increase students’ understanding of how to generate, communicate, and deliver value to customers through selling activities.

Learning Objectives

The students will be able to identify the significance of sales contests and sales quotas. The course gives the students the opportunities to understand different aspects of sales contest and sales quotas. The course will also give students the insight of different types of quotas and feasibility of using a specific quota.

  • To understand the need of fixing up quotas
  • To understand the need of conducting sales contests
  • To explain the usage of different types of quotas in different types of situation
  • To understand the different aspects of contests

Requirements:

Basic knowledge of marketing and Sales .

Who this course is for:

This course is for anyone interested in pursuing career in the field of Sales and Distribution. The organizations may use the learnings from the module to train its employees in sales and distribution domain.

Course Content:

Topic 1

Introduction to sales Contest- What is the need of conducting the sales contest , Objectives of sales contest, Contest Prizes – different types of contest prizes in the monetary terms and non-monetary terms.

Topic 2

Different dimensions of contest duration- Duration of contest is always depends upon the situations, contest Promotion

Topic 3

Introduction of Sales Quotas- significance of sales quotas, Objectives of sales Quotas – it can be to motivate the salespersons or to make thing more clear to sales team or to specify the territory and the targets , Types of Sales Quotas – It can be based upon monetary sales or unite sales , Essentials of sales Quotas- The quotas must be feasible to attain .

Assignments:

Assignment 1.

  • Discuss the significance of conducting the sales contests among the sales executives and merchandisers.
  • Explain the different types of contest prizes and its usage at different levels of hierarchy in the sales organization.

Assignment 2.

  • Create a blueprint for conducting the sales contest by a company for selling the products during off season using your own imaginations.

Assignment 3.

  • What do you understand by the sales Quotas and explain its significance in achieving the targets by the sales team.
  • State the appropriate objectives of sales quotas in different situations with appropriate example.

Assignment 4

  • Explain suitable type of quotas for following products
    1. Ready to eat food product
    2. Cement
    3. Premium dining set

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