CERCM007: Personal Selling
|
Course Name |
Personal Selling in Marketing |
|
Course Code |
CERCM007 |
|
Year |
2020 - 21 |
|
Course Designer |
Ms. Nafisa Masooda |
|
Couse Duration |
30 Hrs |
|
Course Schedule |
November to February |
|
Maximum Students Intake |
60 Students |
1. COURSE LEVEL
Foundational, skill-oriented certificate programme.
2. PREREQUISITE
None.
3. COURSE INTAKE & ADMISSION
Maximum 60 students will be given admission to the course based on First-Come-First-Serve basis. All the students of the MAMO College are eligible for free enrolment for the course. The enrolment notification will be issued for the course well in advance of the commencement of the course.
4. COURSE COORDINATOR
Ms. Nafisa Masooda, PG Department of Commerce
5. COURSE PREAMBLE
This course focuses on the theoretical and practical techniques used in selling goods and services in a business –to-business (b-to-b) environment. Emphasis is given to developing practical skills in presenting goods and services to prospective buyers. Attention is devoted to the art of persuasion as a life-skill and to the need to develop professional relationships in business. The importance of the sales professional in the business community and the need for ethical behaviour is emphasized. The overriding sales philosophy is relationship focused and the customer approach is consultative.
6. DURATION
Total Duration: 30 Hrs. [Contact Hrs. 8 Hrs. Course Woks: 15 and Assessment Works: 7]
7. CURRICULUM FOCUS
Enhance the employability of the learners through curriculum enrichment for additional skill development.
8. COURSE OBJECTIVES
Learners are expected to
(a) get an introduction to personal selling as a systematic process.
(b) get an insights into how people are motivated - both salespeople and prospective buyers
(c) get an introduction to the basic activities of sales management: evaluation, compensation, and forecasting, budgeting, time and territory management
9. SKILL EXPECTED
On the successful completion of the course, learners will be able to:
(a) Organizational skills
(b) Communication skills
(c) Interaction ability
(d) Time management
(e) Adaptability to the situation
(f) Analysing and problem solving skills
10. COURSE OUTCOMES
Upon the successful completion of the course, learners will be able to:
|
CO No |
Course Outcome(CO) |
Skill/Knowledge Attainment Level Based on Revised Bloom’s Taxonomy |
|
CO1 |
Developing a personal selling philosophy, developing relationship strategy, building an ethical foundation. |
Understand |
|
CO2 |
Perception and Attention, Buyer motivation, Non-verbal Communication |
Apply |
|
CO3 |
The selling process: Closing And Post-Sale Service, Closing Post-decision, Processing Post-sale Service |
Analyze |
|
CO4 |
Sales Forecasting, Budgeting Consumer Products |
Create |