Selling & Negotiation skills

 Lecture 1- Communication & Presentation skills

 Lecture 2 – Individual Presentations (Communication &
Presentation Skills)

 Lecture 3, 4, 5- Personal Selling & Sales Management (Selling

Situation- Role Plays)

 Lecture 6 - Selling in International markets

 Lecture 7- Commercial aspects of Selling
Selling & Negotiation skills

 Lecture 8- Selling to superiors, subordinates & peers

 Lecture 9– Theories of Selling

 Lecture 10,11- Types of Negotiations, Negotiation Process &
Skills

 Lecture 12 & 13- Case study on selling strategies, Group

presentations & Discussions
Selling to Superiors, Peers & Subordinates
Selling to superiors, Peers & Subordinates

 Think win - win & not just win

 Be scrupulously reliable. keep your word.
 Always acknowledge the other party. Protect his or hers self
esteem.
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