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

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
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 & 4 hours
Management

Proceedings of the 54th Academic Council [14.03.2019] 198

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
Project: Team of maximum 6 students 20 [Non-Contact hrs]
would undertake the project. The faculty
coordinator would provide the topic based
on the modules.
# 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 % Weighting Intended subject learning outcomes to
Methods 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 11-03-2019
Approved by Academic Council No.54 Date 14-03-2019

Proceedings of the 54th Academic Council [14.03.2019] 199