This course is a planned sequence of instructions consisting of Units meant for developing employability and vocational competencies of students of Class XI opting for vocational subject along with general education subjects. Part B has four units - Salesmanship; Essentials of Sales; Preliminary Stages of Personal Selling Process; and Advance Stages of Personal Selling Process.

Part B: Vocational Skills (50 Marks)

1. Salesmanship (12 Marks)

  • Meaning & Importance of Personal Selling.
  • Function & Types of Personal Selling.
  • Introduction to Salesmanship.
  • Qualities of effective Sales person.

2. Essentials of Sales (10 Marks)

  • Knowledge of Industry and Company.
  • Knowledge of Products.
  • Knowledge of Customer.

3. Preliminary Stages of Personal Selling Process (12 Marks)

  • Prospecting: Meaning, Importance, Characteristics for qualifying as a prospects and methods of prospecting.
  • Pre-approach: Meaning, Importance and sources of information.
  • Approach: Meaning, Importance & Methods.

4. Advance Stages of Personal Selling Process (16 Marks)

  • Demonstration & Presentation: Concepts & Essential features of Good Presentation and Demonstration.
  • Objection Handling: Understanding Objections, Procedure for Handling Objections.
  • Closing Sale: Features and methods of Closing Sale.
  • After sale Services: Concepts and importance of after Sale Service.