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SALESMANSHIP

1. INTRODUCTION

Selling is one of the most important marketing activities in most organizations. The scope for selling has increase substantially during the past few decades due to growth in the trade and industry. Persuasive selling skills are being used not only by organizations whose objective is to earn profit but also by non-profit organizations because of this varied nature of the selling jobs professional selling has developed into a specialized area of management. Recognizing its scope significance and importance specialized salesmanship course is designed.

2. OBJECTIVES OF THE COURSE

To train the students as a competent Salesman and Sales Assistant. Knowledge Objectives

1. Identifying customers and their needs

2. Marketing sales presentation and organizing demonstration

3. Computer basics and needs and used in selling techniques

Specific Objectives

1. Receiving and attending customers

2. Handling customer objections

3. Use of Selling Aids

4. Collecting data for Marketing Intelligence

5. Use of Computers

3. SKILLS TO BE PROVIDED

• Receiving and attending customers

• Identifying and determining customer needs

• Displaying and demonstration methods

• Making Sales Promotion

• Handling credit and collection

• Salesmanship

• Knowledge of Sales Promotion Schemes

• Analyse customer motivation and behaviour

• Ability to communicate effectively

• Ability to listen and understand customers location merchandise

• Ability to demonstrate the practice use of products

• Ability to explain and demonstrate the products

• Skill in assessing customers preference

• Skill of displaying goods

• Skill in packing the products

4. EMPLOYMENT OPPORTUNITIES

a. Wage Employment

1. Sales Assistant\Salesman

2. Sales Representative

3. Travelling Salesman

4. Door to door salesman

5. Market Research Assistant

6. Market Survey Act

7. Retail Salesman

8. Delivery Salesman

9. Wholesale Salesman

10. Export Salesman

11. Tourism Salesman

12. Sales Marketing Representative

b. Self Employment

1. Wholesale dealer

2. Retailer

3. Commission Agent

4. Sales Agencies

5. Schemes Of Instruction Per Module

	Theory		On Job Training		Total
Module
	Hours Weightage		Hours Weightage		Hours Weightage
I	72	30	216	70	288	100
Total	72	30	216	70	288	100

Schemes Of Instruction Per Week

Module	Theory	On the Job Training	Total
Modules I/II/III	6 Hours	18 Hours	24 Hours

6. SYLLABUS

MODULE – I: Introduction & Channel of Distribution

Unit	Introduction	Theory hours	Unit	On the Job Training	Hours
Unit – I	A] Meaning of Marketing B] Nature & Scope of Marketing	18 hours	Unit –I	A] Sales Organisations like Super Bazars, Departmental Stores.	54 hours
	C] Importance of Marketing			Ex: Food World, Giant
				Super Market, Begum
				Bazar etc.
Unit – II	Marketing functions A] Buying and Selling B] Transportation and	18 hours	Unit – II	B] Transport Corporation Ex: Navata, SRMT, TVS etc.	54 hours
	Storage
	C] Branding
	D] Standardisation &
	Grading
Unit – III	Selling A] Meaning and Importance	18 hours	Unit – III	C] Private and Government Godowns	54 hours
	B] Consumerism			Ex: STC, FCI etc.
	C] Characteristic of			D] Visiting to Consumer
	Consumer			Forums Manufacturing
	D] Selling Methods			Units
	E] Packing and Pricing

Unit	Channels Distribution	Theory Hours	Unit	On the Job Training	Hours
Unit-IV	a) Type of Middlemen	18	Unit-IV	a) Whole Sale Markets	54
	b) Whole Seller c) Retailer d) Ware houses & importance	hours		Ex: Begum Bazar, Mehaboob Mansion, Malakpet etc in Hyderabad City	hours
MODULE – II: Marketing & Salesmanship
Unit-V	Marketing Information a) Methods of Collecting Marketing Information b) Analysing the information for improving	24 hours	Unit-V	b) Godowns in the same places c) Referring different Business Magazines and News papers	72 hours
				Ex: Business India, Commerce, Economic
				Times etc.

Unit

Salesmanship

Theory

hours

Unit

On the Job Training

Hours

Unit-VI

a) Concept of Salesmanship

b) Functions of Salesman

c) Importance of Personal

24 hours

Unit-VI

a) Sales

Organisations and

observing Sales

72 hours

Selling

Persons while

selling the goods

Unit- VII	Salesman carrier a) Opportunities of	24 hours	Unit-VII	b) Call Centres – Consultant offices	72 hours
	Salesman job b) Types of Salesman c) Duties and responsibilities of salesman d) Quotation of Salesman e) Recruitment Method &
	Training of Salesman
MODULE – III: Marketing - Communication
Unit-	Specialised Category of	24 hours	Unit-	c) Auction Houses	72 hours
VIII	Salesman a) Auction Salesman b) Expert Sales man c) Mail order sales d) Mobile Sales man		VIII	Post Offices & Courier Centres
Unit-IX	Computer and Communication		Unit-IX	On the Job Training	Hours
	Skills of Salesman
	a) E-Commerce b) R-Mail c) Internet d) Fax e) Creation of Graphs f) Multimedia	24 hours		a) Computer Institutes or Computer labs at their colleges	72 hours
Unit-X	Computer Applications in specified selling situations a) Travel and tourism b) Courier of Transport c) Departmental Stores d) Super Bazars	24 hours	Unit-X	B) Tourism offices, Courier Offices and Departmental, Super Bazars	72 hours

6. QUALIFICATION OF TEACHING STAFF

1. Post Graduate in Commerce Business Management with Salesmanship

2. Graduates with one year diploma in Computer Application from a reputed Institution

3. A professional expert having a graduation degree and a diploma in marketing and salesmanship with 3 years experience in a relevant field.

7. REFERENCE BOOKS

1. Salesmanship and publicity by Rustoms, DAVAR, published by Progressive Corporation Pvt.Ltd., Bombay

2. Salesmanship Sales Management and advertising by Mr.Satyanarayana and published by VORARCO publisher Pvt.Ltd.Bombay.

3. Salesmanship by C.S.Kripatric published by D.B.Taraporvala Sons and Co.Pvt.Ltd.

4. Principles of Marketing and Salesmanship J.C.Sinha published by R.Chand and Co.Delhi.

5. Marketing and Salesmanship by Sherloker published Himalaya Publishing House

6. Salesmanship and publicity by K.S.K.Patel published by Sultan Chand and Sons, New Delhi.

7. Marketing Salesmanship and advertising by C.N.Sartakki and R.G.Deshpande, published by Ravi Chandra Publications Belgar.

8. Marketing and Salesmanship and Management by B.K.Acharya and Govekar published by Himalaya Publishing House.