B. Com.: Semester VI
Paper B.C. 6.3: Personal Selling and Salesmanship
Internal Assessment -30
Term End Exam - 70
Marks: 100
Lectures: 50
Objective: The purpose of this course is no familiarize the students with the fundamentals of personal selling and the selling process. They will be able to understand selling as career and what it takes to be a successful salesman.
Unit 1: 20
Introduction to Personal Selling: Nature and importance of personal selling, myths of selling, difference between Personal selling, Salesmanship and Sales Management.
Unit 2: Salesmanship
12 Lectures 20
Characteristics of good sales man types of selling situations, types of salespersons, career opportunities in selling, measures for making selling an attractive career.
Unit 3: Buying Motives
13 Lectures 20
Concept of motivation, Maslow’s theory of need hierarchy, Dynamics nature of motivation; Buying motives and their uses in personal selling.
Unit 4:
13 Lectures 20
Selling Process: Prospecting and qualifying; Pre-approach; Approach; Presentation and demonstration; handling of objections, closing the sale, post sales activities.
Unit 5:
13 Lectures 20
Sales Reports: Reports and documents; sales manual, Order Book, Cash Memo; Tour Diary, Daily and Periodical Reports; Ethical aspects of Selling.
Suggested Readings:
1. Spiuro, Stanton and Rich, Management of the Sales Force, McGraw Hill
2. Rusell, F.A. Beach and Richard H. Buskirk, Selling: Principles and Practices, McGraw Hill
3. Futrell, Charles, Sales Management: Behaviour, Practices and Cases, The Dryden Press.
4. Still, Richard R., Edward W. Cundiff and Normal A.P. Govoni, Sales Management: Decision Strategies and Cases, Prentice Hall of India Ltd., New Delhi
5. Johnson, Kurtz and Schueing, Sales Management, McGraw Hill
6. Pedesson, Charles A. Wright, Milburn d. and Weitz, Barton A., Selling: Principles and Methods, Richard, Irvin
7. Kapoor, Neeru, Advertising and Personal Selling, Pinnacle, New Delhi.
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