Part B: Vocational Skills

• Unit 1 - Sales Organization
• Unit 2 - Inside Selling / Store Based Selling
• Unit 3 - Field Selling
• Unit 4 - Motivation & Compensation for Salesperson

Time: 3 Hours; Marks: 60

1. Sales Organization

• Introduction to Sales Organization.
• Functions and Factors affecting Sales Structure.
• Classification of Sales Organization.

2. Inside Selling / Store Based Selling

• Understanding In-store Selling Environment.
• Types of Stores.
• Salesman as a Facilitator.
• Sales Career In-store Based Selling.

3. Field Selling

• Sales Territories: Purpose and Design of Territories.
• Sales Quotas: Need and Types of Sales Quotas.
• Activities in Field Selling.
• Sales Career in Field Selling.

4. Motivation & Compensation for Salesperson

• Components of Motivation.
• Compensation Rewards.
• Non-Compensation Rewards.