Weeks | Topics |
1 |
Definition and Chracteristics of Personal Selling and its differences from the other promotion facilities, Advantages and disadvantages of Personal Selling
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2 |
Salesperson Concept, Responsibilities of a Salesperson, and the chrateristics that a salesperson needs to have
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3 |
Salesperson’s Professional Development Process, Education Programmes for of Salesperson, Publishes about Salesperson and following them
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4 |
Analyzing the programmes that are used in during sales and choosing the appropriate programme
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5 |
Motivation of salesperson- determining and measuring performance criteria of salesperson’s
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6 |
Ethics in Personal Selling
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7 |
Mid-term exam
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8 |
Communicaton at Personal Selling, Importance of Communication, Verbal Communicatio, Non-Verbal Communication at Personal Selling and Body Language
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9 |
Personal Selling Process and its stages, Data Collection at Personal Selling and preperation for personal selling
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10 |
Demonstration and Demonstration Strategies at Personal Selling
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11 |
Customer Objections at personal selling and reasons of objections and proposals for solution
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12 |
Closing personal selling process, techniques at this stage and its timing
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13 |
Management of stress and time
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14 |
Final Exam
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