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.