COURSE OBJECTIVE

Developing an understanding of a wide variety of sales

management related concepts and skills.
Review the skills and behaviors required to be an effective sales
manager and sales person
Have a rich conceptualization of skills of listening, probing, and
team work in the sales context.
Know how to conduct customer problem analysis, conflict
resolution & building relationships with trade
The role and interdependence with other functions specially
Marketing & Supply Chain.
Consider the metrics and tools for monitoring and measuring
performance
Week
Area to Cover Contents
Introduction to course outline and semester plan, Importance of sales and
1 Intro dynamics of sales management
Make the commitment, the six stages of selling (Victor Antonio)
Development and the role of selling in marketing (Characteristics Of Modern
Selling, Types of Selling, Role of Sales management, Success Factors, Relationship
2 Sales Setting Between selling and marketing)
Selling and Sales management By David Jobber 7th Ed
Sales Strategy (IMC, Sales channels, distribution networks, management of value
3 chain networks and alternate sales modalities, Territory Management)
Sales management by Richard Still, 5th Ed
Sales strategy (An overview of marketing plan, components of marketing plan,
4 overview of imc, IMC and its use for enhancement of sales volume)
Sales Strategy Selling and Sales management By David Jobber 7th Ed
Sales strategy (Adjustments in promotional mix with reference to advertisement
and personal selling, sales promotion strategies, brand activation campaign and
5
alternate sales modalities
Selling and Sales management By David Jobber 7th Ed
Response Block selling (Selling the room, being consistent, R.I.P. overcoming
6 objections, Response block structure, Objections and response)
Tactical level (Victor Antonio)
Response Block selling (Objections and response)
7
(Victor Antonio)
Wee
k
Area to Cover Contents
Cold calling (Sales and Time management, Sales call reluctance, persistence by the
numbers, types of prospects, the tease and squeeze, the poke and prod, putting it
9 into practice, when to move on, is cold calling effective: calculating the net-present
and future value of a prospect)
Tactical level (Victor Antonio)
Start Selling (Bridging the sales gaps, the S.T.A.R.T. System, Situation Qs, Trouble Qs)
10
(Victor Antonio)
Start Selling (Amplify Qs, Reward Qs, Consistency theory, Tie-Down Statements)
11
(Victor Antonio)
Key account management (Advantages and dangers, criteria for selecting key account,
12 Strategy task and skills, modern trade and general trade retailers and merchandising) Selling
and Sales management By David Jobber 7th Ed
Sales forecasting (Planning and methods for sales forecasting and budgeting)
13
Measurement Sales force evaluation) Selling and Sales management By David Jobber 7th Ed
& Evaluation Sales forecasting (setting standards for performance, measures of performance,
14 achievement of sales quotas and targets) Selling and Sales management By David
Jobber 7th Ed
15 Project Presentation
16 Project Presentation
17 End Term Exam
Exam Type Percentage(%)
Quiz 05
Assignments 10
Project-Presentation 10
Mid Term 25
Final Term 35
Class Participation/class Activities 15
Marketing?
Sales ?
 Visualize a Salesperson
Personality
Tasks
Accountability
Responsibility
Benefits
 Who are they
What do they do
What do they do
 In other words, is it nature or
nurture that determines a good
salesperson?
Is it possible for an introvert to
sell?
The assumption here is that you need
to be a fast-talking, slick salesperson
to being successful in sales.
 Is Sales about
pressuring people to Buy
Or
Persuading to Buy
Why are you in Sales/Marketing
 You are highered as Sales executive
to sell a pen
Which is the most important thing for you
before selling
1. __________
2. __________
3. __________
4. __________
5. __________
1. Quantifying the goal
2. Dark days of selling
3. Know your target audience
4. Data mining
5. Sketch your prospect
6. Knowing your product/service
Presenting the benefits
1. Memorize the important features of your product
2. Develop benefit statements (i.e., what it will do for the
prospect) for each feature your product has to offer.
3. List every possible question a potential prospect may ask
about your product

Your job as a salesperson is to be able to answer these

feature questions, and then add a benefit statement.
 The best way to reduce buying anxiety is to
demonstrate your competence by recommending
the best product for them to buy.
They can believe you or take your advice, they
have to see you as an expertsomeone who
knows what they are talking about.

Sometimes, selling is simply a transfer of confidence

 What can be the plausible stages of
selling?
1. _____________
2. _____________
3. _____________
4. _____________
5. _____________
6. _____________
 Six Stages of Selling
Stage 1 Prospecting
Stage 2 Qualification
Stage 3 Investigative
Stage 4 Presentation
Stage 5 Pricing
Stage 6 Closing