Selling & Negotiation

1. Understand the concept of sales 2. Understand the dynamics of ‘YOU’ as a Brand 3. Learn the art of persuasion and the psychology of selling 4. Dive deep into the process of personal selling and demonstrate situational awareness. 5. Evaluate the various aspects associated with sales, understand the connection between sales and marketing mix, factors linked with building an effective sales team. 6. Learn the forecasting of sales budgets from the business perspective, managing sales territories and quotas and lastly, learn retail & industrial selling. 7. Understand the concept and models of negotiation 8. Identify negotiation dimensions of value claiming and creation, psychology & ethics. 9. Evaluate the developments of basic conflict resolutions and discuss the main problems about multi-party and cross cultural negotiation.

Week 1: Introduction to Selling & Psychology of Selling
Week 2: The Sales Process
Week 3: Essentials of Selling
Week 4: Introduction to Negotiation
Week 5: Nature of Negotiation
Week 6: Conflict Management

Syllabus page