 Our Courses Art of Selling |
|
When a "Sales Person" calls on a "Prospect" to sell a product or a service, irrespective of whether he succeeds or fails in his mission, a "Sale" is definitely made. Either the Sales person sells his merchandise to his prospect or the prospect sells his idea (of not purchasing) to the Sales person.
Here, the art of selling has certainly played its role on either side of this coin.
As a budding and developing salesman, which side of the coin would you like to be?
The "Art of Selling" program sensitizes you with techniques you need to imbibe in your personality for presenting yourself to the prospect, taking the lead and closing the sale successfully.
Learning the "Art of Selling" is a very practical and informative course on Selling. The Curriculum for this course is designed by senior sales personnel with many years of work experience.
|
|
| Objective of course |
| To equip all career oriented personnel, working executives, students, entrepreneurs and junior Sales professionals, with skills...wherein they prove themselves in sales as "…the difference between an average sales person and a high performing, highly successful sales person. |
| |
| Pedagogy |
| |
| At the iideas, the training methodology is through Case Studies, Simulation Exercises, Presentations & Guest Lectures by industry stalwarts, Group Discussions, Projects, and so on. These are, ofcourse, over and above the class-room studies conducted by eminent professors and experienced personnel in their respective fields. |
| |
| Eligibility |
| |
| All graduates (12+3) from any recognized university, diploma holders and university/board students. Working experience, if any, could be additional qualification. |
| |
| Batch Timings |
| |
- Two days a week (Fridays 7.00 to 9.00 PM and Saturdays 7.00 to 9.00 PM)
|
| |
| Course duration |
| |
One Month |
| |
| Course Curriculum: |
| |
| The course contains following topics to be covered in the duration after which a certificate of participation would be issued. |
 |
Part - I |
|
Part - II |
|
Meaning & Concept of Selling
|
|
Retail & Wholesaling |
|
Selling v/s Marketing (The 4-Ps) |
|
Sales Budget & Budget v/s Actual |
|
Promotion |
|
Sales Promotion (Sales Display) |
|
Personal Selling – Importance - 'Nothing moves without being moved.' |
|
Understanding Product & Market (Types of Product, etc) |
|
Sales Organization |
|
Tour Programming |
|
Sales Grooming & Sales Personality |
|
Detailing (Sales Talk) |
|
Explain What Sells?? Is it Product Quality? Product Price? And so on. |
|
Direct Selling, OTC selling, Through Dealers Network (Consumer & Customers)
|
|
Understanding Market Potential, Target & its importance |
|
Objection Handling (especially price) |
|
Sales Forecasting; Sales Quota |
|
Daily / Monthly Reporting |
|
Distribution Channels |
|
Importance of Reporting (Not a clerical job) |
|
Role of Banks, Insurance & Transportation |
|
Documentation |
|
Some idea about Taxation |
|
Self appraisal |
|
|
