Tribhuvan University
Faculty of Management
Office of the Dean
Bachelor of Business Administration (BBA)
Course Objective
:This course aims to provide knowledge to the students about effective techniques of selling and developing practical skills in a sales job.
Course Description
:This course contains an introduction, salespeople and their characteristics, communication and transactional analysis, knowledge of successful selling, prospecting, sales presentation and dramatization, overcomingobjections, closinga Sale, and handling customer complaints.
Course Contents:
Lecture hours show the approximate classroom time allocated to each unit.
Unit 1.Introduction
6 hours
- Concept and nature of selling
- Process of selling, Marketing concept and selling
- Role of selling
- Opportunities in selling
- Theories of selling.
Unit 2.Salespeople and Their Characteristics
6 hours
- Types of sales jobs
- Duties and responsibilities of a sales representative
- Essential knowledge for successful selling
- Qualifications for success in a sales job
- Challenges in a sales job
Unit 3.Communication and Selling
6 hours
- Meaning and process of communications
- Role of Communications in Selling
- Two- way communications: listening and questioning
- Verbal and non-verbal communications
- Transactional analysis
Unit 4.Knowledge of Successful Selling
6 hours
- Reasons for knowledge in sellingjob: Salespersons’ knowledge about the company and its capabilities
- Knowledge about the company’s product
- Knowledge about competitors’ products
- Knowledge about company departments and personnel
- Knowledge about pricing, discounts, and credit policies.
Unit 5.Prospecting
6 hours
- Meaning of prospecting
- Importance of prospects
- Characteristics of a good prospect
- Prospectingmethods
- Process for evaluating and qualifying prospects.
Unit 6.Sales Presentation and Dramatization
6 hours
- Planning the presentation
- Types of sales presentation
- Dramatizing sales presentation
- Power of dramatization
- Effective use of selling aids.
Unit 7.Overcoming Objections
6 hours
- Concept and reasons for customer objections
- Common objections
- Time when customers object
- Preparing to meet objections
- Effective methods of handling objections.
Unit 8.Closing a Sale and Handling Customer Complaints
6 hours
- Importance of closing a sale
- Difficulties in closing a sale
- Timing and opportunities for closing the sale
- Methods of closing a sale effectively
- Handling customer complaints. Addendum: At least one case will be administered at the end of each chapter. The student will also complete a project and a few other assignments as specified by the faculty member. Suggested Books: Pedarson, Carton A., Wright, M.D., and Wright, B.A. Selling: Principles and Methods, India, Richard D. Irwin. Charles M Futrell, Fundamentals of Selling, New Delhi, Tata McGraw-Hill Education Private Limited. Ramendra Singh., Sales and Distribution Management, New Delhi, Vikas Publishing House Private Limited.