BMT6138 Advanced Selling and Negotiation Skills L T P J C

2 0 0 4 3
Pre-requisite Nil Syllabus version
1.0
Course Objectives:
The course is aimed at
1. Establishing an experiential platform that signifies the role of sales and negotiations in
achieving an organization’s goals
2. Enhancing the understanding of the importance of preparation in a negotiation deal, using
proven models for a win-win deals
3. Familiarize students with ethical practices in selling and negotiation
Expected Course Outcome:
At the end of the course the student should be able to
1. Comprehend the selling and negotiation process, the relationship between sales and
marketing, customer relationship management (CRM), selling scenarios, and issues in
recruiting, training, motivating, compensating and retaining salespeople with high-level
negotiation skills.
2. Enhance their capability to sense and strategise the needs and selling / negotiation
techniques
3. Anticipate the organizational requirements from salesmanship
4. Understand the extended job profile of sales reporting, analysis and auditing
Student Learning Outcomes (SLO): 4,10,12,17
Students will be able to
4. Having Sense-making Skills of creating unique insights in what is being seen or observed
(Higher level thinking skills which cannot be codified)
10. Having a clear understanding of professional and ethical responsibility
12. Having adaptive thinking and adaptability
17. Having an ability to use techniques, skills and modern managerial tools & techniques
necessary for business practice
Module:1 Concepts of Selling, Sales Organization 3 hours
Sales Management : Evolution of sales function - Objectives of sales management positions -
Functions of Sales executives - Relation with other executives Sales Organization and
relationship :- Purpose of sales organization - Types of sales organization structures - Sales
department external r elations - Distributive network relations.
Module:2 Theories of personal selling and Selling 3 hours
strategies
Theories of personal selling - Types of Sales executives - Qualities of sales executives -
Prospecting, pre-approach and post-approach- Organizing display, showroom & exhibition
-Sales Presentations
Module:3 Negotiation strategies and Stages 4 hours
Negotiation strategies – Distributive Negotiations- Integrative Negotiations - Conflict and Dispute
Resolution- reasons for negotiations breakdowns - Legal aspects in Sales & Negotiation
Negotiation stages - The Preparation Stage - Preparing a range of objectives - Constants and
variables - Researching the other party
The Discussion Stage - Rapport building - Opening the negotiation -Questioning techniques -•
Listening skills - Controlling emotions- Art of persuasion and emotions – ethics in sales

Module:4 Negotiating Intelligence, Bargaining & 4 hours

Closing
Negotiating Intelligence - Influencing and assertiveness skills- Spotting the signs - non-verbal
communication and voice clues
The Proposing Stage - Stating your opening position- Responding to offers – Adjournments -
Administering Contracts and Role of Negotiations
The Bargaining and Closing Stage -• Making concessions - the techniques - Closing techniques -
Confirming agreement
Module:5 Sales force Administration & Management 4 hours
Sales Analysis - Sales quotas -sales budget - sales territory average and - sales audit
Sales Force Management - - Recruitment and Selection -- Sales Training -- Sales Compensation -
Module:6 Contemporary Issues 2 hours
Guest lecture by industry experts on Role of information technology in Sales Management
Total Lecture hours: 20 hours
# Mode: Flipped Class Room, Case Discussion and Lectures
Text Book(s)
1. Charles Futrell (2004), Sales Management, 6th Edition, Thomson South Western

2. Selling: Building Partnerships, 7th Edition. Barton A Weitz, Stephen B Castleberry, and
John F Tanner. McGraw Hill, 2009.
Reference Books
1. Negotiation and Dispute Resolution, Beverly DeMarr and Suzanne De Janasz. Prentice
Hall, 2013.
2 Essentials of Negotiation, 5th Edition, Roy J Lewicki, Bruce Barry, and David M
Saunders, McGraw Hill, 2011
3 Mastering the ISDA Master Agreements: A Practical Guide for Negotiation, 3/e
Paul Harding, Pearson/FT Press, 2010.
Mode of Evaluation
Specific Assessment Methods % Weighting Intended subject learning outcomes to be
assessed (Please tick as appropriate)
2 17 20 14
Continue Assessment 60
Midterm 20 √

Final Assessment Test 40 √ √ √

Total 100
Project
Review 1 20 √ √ √ √
Review 2 30 √ √ √ √
Review 3 50 √ √ √ √
Total 100
Recommended by Board of Studies
Approved by Academic Council No. 54 Date 14.03.19